Strategic Account Executive (West Coast)

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Requirements:

• Experience selling Identity and Access Management (IAM) products
• Familiarity with the core concepts of IAM, including Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Identity Governance and Administration (IGA)
• 8+ years experience in an account manager/executive role reporting directly to senior leadership
• 5+ years working with enterprise security products and services
• Bachelor’s degree in business, marketing, CS/engineering, or related discipline
• Proven success in selling to F1000 CISOs & CIOs and other executives specifically in the cybersecurity or identity security space
• Proven experience building sales pipelines in new markets
• Willingness to travel as needed to meet with clients, partners and prospects
• Advanced proficiency in Google Drive, Microsoft Office, and CRM software (i.e. Salesforce)
• Proven experience negotiating costs for products and services
• Ability to manage multiple opportunities and anticipate client needs
• Perform prospecting and networking activities such as cold calling and attending events
• Experience in sales operations and forecasting
• Develop new sales strategies by analyzing industry trends and data
• Prepare and present informative presentations to various stakeholders
• Advanced project management, team leadership, and interpersonal communication
• Ability to effectively analyze client business needs and present a detailed analysis

Responsibilities:

• Develop a strong understanding of SGNL product offerings compared to the current offerings in the space
• Work with the Business Development team to generate new business leads and opportunities via inbound and outbound channels
• Gain deep understanding into each company’s identity security challenges and anticipate their needs in advance
• Create proposals outlining pricing models, implementation strategies, and other details pertaining to client projects
• Evaluate the sales process performance, identify potential bottlenecks, develop solutions
• Participate in brainstorming, office activities, staff meetings and client meetings, researching and assisting with program development for existing clients and new prospects
• Illustrate the value of products and services to create growth opportunities; compile and analyze data to identify trends
• Coordinate internal and external resources to expedite workflow
• Stay current with company offerings and industry trends