Strategic Account Executive

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

📋 Description

• Take charge of the entire sales cycle for strategic enterprise accounts, encompassing account planning, prospecting, discovery, technical validation, negotiation, closing, and expansion.

• Develop and implement account strategies that address business priorities, security initiatives, stakeholder engagement, decision criteria, competitive landscape, and executive sponsorship.

• Foster trusted relationships with CISOs, CIOs, CTOs, security executives, and both technical and business decision-makers.

• Lead discovery sessions to identify business challenges, quantify risks and impacts, and align Harmonic’s platform with enterprise AI governance, data protection, and security needs.

• Navigate intricate buying processes that involve Security, IT, Legal, Privacy, Procurement, Risk, and executive leadership.

• Collaborate with Solutions Architecture on technical assessments, product demonstrations, and proof-of-value initiatives.

• Generate new pipeline opportunities through outbound efforts, executive networking, industry connections, partnerships, events, and collaboration with Marketing.

• Construct value propositions and executive narratives that set Harmonic apart and create a sense of urgency.

• Negotiate contracts and finalize six-figure, multi-stakeholder enterprise agreements.

• Ensure precise pipeline management, deal strategies, next steps, and sales forecasts.

• Provide customer and market insights to the Product, Marketing, and leadership teams.

• Contribute to the sales playbook by documenting successful practices and sharing valuable lessons.

• Assist enterprises in governing AI and safeguarding sensitive data through Harmonic Security’s AI Governance and Control platform.

⛳️ Requirements

• Extensive experience in quota-carrying enterprise SaaS sales.

• Proven history of selling cybersecurity solutions to large, complex organizations.

• Average deal size of at least $100K.

• Experience engaging with CISOs, CIOs, CTOs, and senior security leaders.

• Consistent track record of achieving or exceeding ambitious new-business quotas.

• Proficient in managing complex, multithreaded sales cycles that include technical validation, procurement, negotiation, and closing.

• Strong executive presence and the ability to communicate clearly and credibly with senior technical and business audiences.

• Excellent discovery skills, including identifying business pain points, quantifying their impact, and linking technical solutions to executive priorities.

• Experience in developing strategic account plans and pipelines for named or greenfield accounts.

• Comfortable working in early-stage or high-growth environments.

• Strong judgment, disciplined forecasting, and meticulous attention to detail.

• Genuine interest in AI and a willingness to utilize AI tools for research, account planning, preparation, and execution.

• Experience in selling data security, DLP, cloud security, AI security, security operations, or related enterprise security platforms is advantageous.

• Existing enterprise cybersecurity relationships are a plus.

• Experience with channel partners, alliances, and executive networks is beneficial.

• Familiarity with selling emerging categories is a plus.

• Experience with both early-stage and scaled enterprise security organizations is advantageous.

• Knowledge of MEDDPICC is a plus.

• Authorization to work in the United States without the need for employer visa sponsorship.

🏝️ Benefits

• Competitive compensation and meaningful equity.

• 401K plan.

• Pension plan.

• Generous paid time off (PTO).

• Flexible hybrid work model.

• Annual global off-site events.

• Thoughtful leadership dedicated to employee growth.

• A small, high-trust team that values transparency, creativity, and continuous learning.

• Real ownership in shaping the product, culture, and direction of the company.