Strategic Account Executive

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

📋 Description

• Take ownership of a sales quota and manage the entire sales process from initial conversation to contract signing and smooth transition.

• Collaborate with security channel partners and solution providers to drive sales.

• Participate in joint account planning, co-selling efforts, and partner-registered transactions.

• Establish and nurture partner relationships, operational rhythms, enablement strategies, and motivation within the territory.

• Secure direct accounts leveraging existing relationships.

• Develop comprehensive account plans that encompass organizational structure, security priorities, budget cycles, incumbent vendors, and decision-makers.

• Conduct technical evaluations with security teams, including scoping proof-of-value and collaborating with both internal and partner engineers.

• Engage with a variety of stakeholders, such as CISOs, security architects, IT and identity owners, procurement, legal, and executive sponsors.

• Create compelling business cases that can withstand budget scrutiny.

• Navigate security assessments, privacy regulations, legal redlines, and procurement procedures.

• Accurately forecast both direct and partner-sourced sales pipeline.

• Incorporate customer and partner feedback into the product roadmap, sales presentations, and partner program.

• Utilize AI for account research, preparation, follow-up, and call evaluations.

• Promote Ent’s workspace security platform to large and intricate organizations.

⛳️ Requirements

• Established relationships with security channel partners, particularly GuidePoint Security or similar security partners and solution providers.

• Over 7 years of experience in a full-cycle closing role with cybersecurity sales responsibilities.

• Significant experience sourced or influenced through channel partnerships.

• Preferred background in endpoint security.

• Experience in selling to CISOs and their teams.

• Capability to engage in technical discussions with security architects.

• Current relationships with security leaders.

• Proven experience selling to organizations with 5,000 or more employees.

• Familiarity with multi-stakeholder transactions, technical assessments, security evaluations, and sales cycles measured in quarters.

• Understanding of channel operations, including deal registration, margins, and joint planning.

• Coachable with a history of incorporating feedback from call and deal assessments.

• Experience in early-stage startup sales, formal sales methodologies, and enthusiasm for leveraging AI in sales is advantageous.

🏝️ Benefits

• Significant equity in addition to salary.

• 90% of medical, dental, and vision premiums covered by Ent.

• 75% of medical, dental, and vision premiums paid for dependents.

• Flexible paid time off (PTO).

• 12 weeks of fully paid maternity leave for birth, adoption, or foster care.

• 8 weeks of fully paid paternity leave.

• $100 monthly lifestyle account for fitness, wellness, learning, and more.

• $500 home office stipend for remote employees.