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 discussion to contract signing and seamless handoff.

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

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

• Develop and maintain partner relationships, enablement strategies, operational rhythms, and a partner pipeline within the assigned territory.

• Establish direct accounts leveraging existing relationships.

• Formulate account plans that encompass organizational structures, security priorities, budget cycles, key incumbents, and decision-makers.

• Conduct technical evaluations and proofs of value in collaboration with security teams, internal engineers, and partner engineers.

• Engage with multiple stakeholders including CISOs, security architects, IT and identity owners, procurement, legal teams, and executive sponsors.

• Construct business cases that can withstand budgetary scrutiny.

• Navigate through security assessments, privacy considerations, legal stipulations, and procurement processes.

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

• Contribute customer and partner insights to enhance the product roadmap, sales presentations, and partner programs.

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

• Share successful AI-driven sales techniques with the broader sales team.

⛳️ Requirements

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

• Over 7 years of experience holding a quota in a full-cycle closing role within the cybersecurity sector.

• Significant experience sourced or influenced through channel partnerships.

• Preference for candidates with endpoint security experience.

• Proven track record of selling to CISOs and their respective teams.

• Capability to engage in technical discussions with security architects.

• Current and established relationships with security executives.

• Experience selling to organizations with over 5,000 employees.

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

• Understanding of deal registration, margins, joint planning, and partner/vendor dynamics.

• Demonstrated coachability and experience in utilizing call reviews and deal feedback effectively.

• Experience in early-stage startup sales and partner relationship development is a plus.

• Familiarity with a formal sales methodology is advantageous.

• Interest in leveraging AI in the sales process is a bonus.

🏝️ Benefits

• Significant equity in addition to salary.

• 90% coverage of medical, dental, and vision insurance by Ent.

• 75% coverage of medical, dental, and vision insurance for dependents.

• Flexible paid time off (PTO) policy.

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

• 8 weeks of fully paid paternity leave.

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

• $500 stipend for home office setup for remote employees.