Strategic Account Executive

This is a fully remote position, open to applicants in Spain.

📋 Description

• Identify, qualify, and secure new enterprise accounts within designated territories, driving consistent revenue growth in alignment with the Dragos GTM strategy.

• Develop and implement strategic account plans to ensure long-term alignment between client requirements and Dragos' offerings.

• Construct and manage intricate, multi-stakeholder sales cycles at both the plant and corporate levels.

• Navigate the complexities of enterprise procurement processes.

• Promote and sell the complete range of Dragos solutions, including the Dragos Platform, Threat Intelligence, and Professional Services, utilizing a consultative sales approach.

• Maintain strong engagement across key industries such as energy, manufacturing, utilities, and other infrastructure sectors.

• Collaborate effectively across teams with Solution Architects, Marketing Professionals, Channel Managers, and Executives.

• Partner with OEMs and channel partners to enhance business opportunities.

• Drive reliable forecasting and pipeline management using structured sales methodologies like MEDDPICC and Value Selling.

• Create compelling ROI narratives that showcase measurable business value.

• Report directly to the VP of International Sales.

⛳️ Requirements

• A Spanish national.

• Over 7 years of enterprise sales experience in cybersecurity, preferably with exposure to the ICS/OT market.

• Demonstrated ability to navigate enterprise buying processes, including budget management, stakeholder influence, and procurement cycles.

• Strong relationships with C-level executives and experience in managing multi-stakeholder negotiations.

• Proven track record of achieving quotas in new ARR within complex accounts.

• Experience collaborating with channel partners, including OEMs, VARs, Distributors, and GSIs.

• Technical knowledge of threat intelligence, vulnerability management, and cybersecurity risk strategies, with the capability to translate technical concepts into business value discussions.

• Skilled in conducting strategic discovery conversations to identify prospects’ needs, pain points, and business objectives.

• A collaborative and team-oriented mindset, with the ability to challenge and influence effectively in high-stakes negotiations.

• Adaptability in fast-paced startup environments, showcasing ownership, problem-solving abilities, and resourcefulness.

• Must successfully complete a background check as a condition of employment.

🏝️ Benefits

• Competitive Equity Package.

• Comprehensive Benefits Plan.