Enterprise Account Executive - DACH Market
Location
Deutschland | Germany
Job description
Who We Are:
At Sectigo, we align around our mission and pride ourselves in helping thousands of customers sleep better at night.
“When people think Online trust management, they think Sectigo because we offer our customers unparalleled peace of mind.”
How we show up with each other and our customers every day is just as important, and we win as #OneSectigo by living out our core values - S upport, E xcellence, C ollaboration, T eamwork, I ntegrity, G rowth and O penness. We are committed to investing in our diverse teams where everyone understands their role and how they support our strategic goals, we drive operational excellence through scale and efficiency, and we strive to delight our customers and become the market leader in our industry. If you aspire to join a driven team that holds each other accountable to meeting our lofty goals and you’d like to be part of our growth story in delivering a market leading user experience, we’d like to talk to you.
What We Are Looking For:
The Account Manager Enterprise will achieve assigned sales quotas and be responsible for the overall sales strategies of a large geographical area. He/she will develop a pipeline of opportunities across the assigned territory, and will be responsible for identifying, engaging, managing and closing opportunities and sales on assigned accounts while creating new business opportunities.
What You’ll Be Doing:
- Win new accounts, while retaining and developing business in existing accounts.
- Develop sales strategies in identified territories according to corporate strategy and build a pipeline.
- Lead negotiations, coordinate a complex decision-making process, overcome obstacles and objections until contract conclusion.
- Meet or exceed sales quotas and revenue targets.
- Create and update a dynamic sales plan, highlighting regional targets, key targets, vertical opportunities, marketing efforts and channel partner strategies.
- Take full responsibility for the accuracy of sales forecasts by demonstrating in-depth knowledge of sales cycles, from first contact through to the procurement process.
- Prepare formal proposals and present them to all levels of the organization.
- Maintain in-depth knowledge of company products as well as up-to-date knowledge of industry trends and technical developments affecting target markets.
- Work with existing partners to create new opportunities, provide sales training, complete account mapping and close business by meeting or exceeding quotas and quarterly sales targets.
- Provide marketing and product management team with feedback on external markets.
- Provide, instruct and manage prospect data to be passed on to internal team for cold calling and other direct marketing approaches.
- Maintain the CRM and all other sales follow-up tools as required by the manager.
- Provide weekly report to manager, measure daily performance of sales activities, and evaluate against targets.
- Work closely with other sales managers, sales engineers, product management, support representatives, sales manager and SVP.
- Participation in other cross-functional projects and taking on additional responsibilities possible.
Requirements:
EDUCATION: - Bachelors or college degree in business and/or technical related field or equivalent experience preferred
EXPERIENCE: - 3/5 years experience in a similar position in the IT/cybersecurity field
Must Haves: - Created and built own pipeline
- Strong sales acumen and proven track record of consistent quota over-achievement
- Strong presentation skills
- Proactive, resourceful, knows when to raise hand and ask for help
- Can work in an organization that is still building process
- Experience selling software and services, preferable in the information security or IT space.
- Experience using Salesforce to maintain call records and account status
- Previous formal sales training (referrals, presentations skills, solution selling and communication skills).
Talents and Desired Qualifications:
- Cyber Security Experience
- Strong sales acumen and proven track record of consistent quota over-achievement
- Capable of working within a dynamic and highly distributed team environment
- Working knowledge for sales process
- Experience in understanding Cyber Security related business problems and proposing appropriate solutions
- Prospect and lead generation management knowledge and skills
- Hard-working and persistent, putting in the time before and after meetings to deliver great results
- Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
- Must be able to articulate compelling value propositions around Sectigo’s services and products.
- Demonstrated ability to manage and grow sales territory
- Self-starter, with a desire for sales
- Aptitude for technology and good working knowledge of Microsoft Excel, Power Point and Word
- Understanding of the changing marketplace and ability to adapt quickly to change
- Ability to work independently with a high level of initiative
- Excellent written and oral communication skills
- Knowledge of the security industry and competitors is a plus as well as curiosity to learn about Sectigo portfolio
- Previous success prospecting, building a solid pipeline of opportunities, moving opportunities through the sales cycle, and presenting and discussing solutions with C-level and other decisions-makers
- Must be customer-focused and possess strong organizational, interpersonal, and communication skills.
- Proven track record of successfully engaging customer primes
- Solid skills in managing effective customer relations
- Excellent communication and interpersonal skills – written, verbal, etc.
- Must be a true “hunter” with the ability for prospecting, identifying potential leads, overcoming objections, maintaining high margins and closing deals
- Resilient, persistence and the ability to overcome objections are a must
- Extremely high energy, driven and dynamic personality
- The ability to travel within the territory / region
Management Responsibilities:
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