Account Executive, Enterprise
1
1PasswordCybersecurity
Los Angeles, Orange County, San Diego areaFull-TimeMiddle
Salary121000 - 175000 USD per year
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Job Details
- Experience
- 7+ years
- Required Skills
- SalesforceNegotiationPresentation skillsSlackRelationship building
Requirements
- 7+ years of SaaS sales experience, preferably in security with a focus on Enterprise accounts
- Proven track record of meeting or exceeding sales quotas
- Demonstrated success in upselling & cross-selling to both new customers and across a book of business
- Ability to uncover customer pain points beyond what's initially shared
- Advanced skills in prospecting, pipeline building, strategic account planning, value-based selling, and territory management
- Meticulous operating rigor in pipeline management, forecasting, and pacing to target
- Strong business acumen, executive presence, relationship building, solution selling, negotiation, & presenting to C-Suite
- Value selling and delivering solutions to provide business outcomes to solve customer challenges
- Demonstrated ability to understand and articulate complex cybersecurity concepts, particularly in Identity and Access Management
- Resilient, self-motivated, and committed to achieving targets while thriving in a remote environment
- Proven team player, eager to collaborate and achieve shared goals
- Curious and coachable, with a proven ability to apply feedback, adapt, and continuously improve
- Proficient in Salesforce, with a consistent track record of accurately and comprehensively documenting all stages of the sales cycle
- Experience with MEDDPPICC preferred
- Proficiency with Slack, Zoom, Linkedin Sales Navigator & Outreach preferred
Responsibilities
- Manage and grow your designated territory, focusing on acquiring new Enterprise clients and expanding existing accounts.
- Develop and execute strategic territory plans, prioritizing high-potential accounts and identifying white space opportunities for growth.
- Build and maintain a healthy sales pipeline through proactive prospecting, inbound leads, cold calling, and networking, utilizing MEDDPPICC.
- Design and implement effective sales strategies to navigate complex sales cycles with multiple stakeholders, often extending 6-12 months, and managing large ARR opportunities.
- Consistently meet or exceed annual sales quotas.
- Maintain a high level of outbound activity with a primary focus on in-person meetings.
- Identify and engage key decision-makers within target accounts.
- Qualify, develop and close new business opportunities within your territory.
- Identify opportunities to upsell and cross-sell 1Password’s solutions within existing accounts, leveraging your understanding of our Extended Access Management platform.
- Attend industry events, trade shows, and conferences to represent 1Password, build brand presence and build relationships with potential customers.
- Stay up to date on cybersecurity trends and developments, particularly in Identity and Access Management.
- Build collaborative relationships with internal teams (e.g. BDR, Solutions, Channels, Onboarding, Customer Success) to develop tailored solutions that meet client needs and drive satisfaction.
- Engage in multi-threaded relationships with client organizations, building deep and broad engagement across technical, operational, and executive stakeholders to drive deal momentum and account health.
- Collaborate with partners and channel teams, where applicable, to maximize reach and co-sell into enterprise accounts.
- Implement selling strategies to align our solutions with client needs and objectives.
- Demonstrate a deep understanding of client pain points and position our offerings as strategic solutions.
- Confidently present to C-suite executives, articulating the value proposition of our products and services.
- Create mutual action plans to align the sales team and prospects on responsibilities, steps and timelines for closing deals.
- Utilize effective negotiation skills to drive mutually beneficial outcomes.
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