Our client is named as Best Workplace by Forbes and a Gartner leader in the Cybersecurity field. It is expanding fast in the APJ region and looking for the outstanding individuals to join their company. I
Account Executives are responsible to meet their assigned quota by selling to new and existing customers in their assigned territory. They manage the full sales cycle of all deals in their region, indirect deals, including setting up and presenting in local seminars, following up on incoming or self- generated leads, performing product demos, answering industry, company and basic technical questions without the assistance of the assigned Sales Engineers, negotiating terms and prices, and closing deals.
Penetration of defined account list to identify and drive sales of the Cybersecurity applications and Highly Sensitive Information Management (HSIM)
Driving new Privileged Account Security/HSIM business from new and existing commercial targets in the region
Targeting and penetrating at the CxO level risk,auditor and practitioner/IT level of these organizations
Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations
Generate leads by scheduling and presenting in local seminars
Follow up on incoming leads, schedule and present in remote or onsite meetings
Able to articulate and present value proposition. Position and Demonstrate product’s capabilities
Strong knowledge of Salesforce CRM tool
Ability to Forecast and manage the sales funnel process with their Regional Director
Work with Channel partners to ensure the sales process to implementation exceeds customer satisfaction. transfer knowledge and motivate their management and account executives; perform mutual marketing events
Follow up continuously on all potential sales processes to advance them towards closing
Negotiate terms/pricing within company policy and management approval
Total Account ownership from lead status to closure.
Perform bi-weekly meetings with the territory SE and Professional Services Engineers to assess the status of all existing accounts, and to expedite the rollout and up-sale/cross-sale processes
Schedule remote or onsite product evaluations performed by the territory SE
Some travel required
6-10 years as a sales executive within the cyber security domain.
Extensive and proven experience working with leading Sydney enterprises.
Track record of success in identifying, cultivating and closing $500k+ deals
Ability to conduct executive level presentations and ‘issue oriented’ educational seminars
Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement information security solutions
Ability to conduct technical presentations and product demonstrations, as needed
Knowledge of Information Security and/or Network Architecture desired
CISSP, MBA, and/or Bachelor’s Degree in Computer Science desired