Enterprise Account Executive, AppSec (Bay Area)

Responsibilities

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned region; independently and cooperatively.
• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets.
• Target and gain access to decision-makers in key prospect accounts in the assigned territory.
• Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CISO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment.
• Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, Sales Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
• Work cooperatively with partners to leverage their established account presence and relationships.
• Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com.
• Builds and maintains a network of sources from which to identify new sales leads.
• Communicates with enterprise customers and leads to identify and understand their product or service needs; identifies and suggests products and services to meet those needs.
• Demonstrates the functions and utility of products or services to customers based on their needs.
• Ensures customer satisfaction through ongoing communication and relationship management: resolves any issues that may arise post-sale.
• Maintains communication with existing and previous customers, alerting them of new products, services, and enhancements that may be of interest.

Qualifications

• A minimum of 5 years of experience selling software-based solutions to senior management and executive level required.
• Background in selling security software-based solutions at the Enterprise level (5,000 users and above) is required.
• Proven record of achieving or exceeding assigned quota.
• Referenceable customer and partner contacts within your specified geographic territory.

Compensation

Salary range: $127,000 - $153,000 (does not include bonuses, commissions, stocks, health insurance benefits, etc.)