Location: Must be located in the Northeast US, Ideally Boston
The Enterprise Account Executive is a highly visible role, requiring strong business acumen and an understanding of the current cybersecurity landscape. By joining the Axonius Enterprise Sales team, you will have an opportunity to work alongside our most senior sales leaders and our largest customers.
Key Responsibilities
The territory consists of all accounts in the geographic region that are not named by our Strategic account team. There are potentially thousands of accounts for this territory, which requires having a sales strategy to narrow your focus to successfully hit pipeline goals and overachieve on quota expectations.
To be successful in the role, the Account Executive will:
- Create and execute on a comprehensive regional territory strategy to build a pipeline funnel of 4x quota
- Build strong channel partner relationships and security/IT vendor relationships across the region
- Qualify opportunities using value based selling techniques and MEDDPIC
- Navigate technical conversations to plan and execute on value added POV activities with the Sales Engineer.
- Manage Salesforce hygiene activities, including frequent Chatter posts on deal updates, updating strategic next-steps, ensuring MEDDPIC criteria is up-to-date, and accurate close dates for opportunities.
- Accurately forecast on close dates, leveraging reverse timeline techniques
Who You Are
- 3+ years of experience in a closing sales role with a strong hunter mentality and track record of success
- Have clear examples of managing complex sales cycles with Enterprise accounts.
- Successful track record of building and executing on a regional strategy, including channel partners, BDRs, Marketing, Sales Engineering, and Product
- Conceptual understanding of security and IT solutions such as endpoint agents, vulnerability scanners, CMDB, SIEM, Active Directory, Firewalls, Cloud, and SaaS.
- Proven track record of strong negotiation skills with minimal discounting.
- Ability to work creatively, independently, and effectively with minimal supervision.
- Excellent written, verbal and presentation skills.
Axonius is passionate about our culture and our GROWTH values. Our Sales leadership is excited to bring people to the team who are culture adds, not just culture fits. The right candidate will have the following key characteristics:
- High intrinsic motivation and a “can do” attitude
- Committed to high ethics and high standards
- Competitive with the drive to win
- Collaborative; communicative and transparent
- Strategic thinker and resourceful individual who can think out of the box and improvise to meet the demands of changing conditions
