Account Exec 4, Direct Sales

RSA Security

About The Position

The Account Exec 4, Direct Sales role involves supporting large, complex accounts and managing relationships with senior-level leaders and executives. Key responsibilities include identifying business trends, leveraging sales team strengths to create differentiated offerings, and utilizing complementary solutions as a competitive strategy. The position requires direct interaction with customers to ensure satisfaction, identifying opportunities for junior account managers, and proposing appropriate products and services to meet customer needs. The Account Exec 4 is expected to identify cost-effective and practical alternatives by bundling solutions, act as an expert in a given segment or channel, and serve as a point of contact for escalated issues. The role also involves modeling and coaching effective team behavior and skillfully negotiating to achieve desired results. This position may be assigned to a specific national account of high complexity and strategic importance.

Requirements

Ability to work in a high-pressure environment.
Ability to work effectively with senior management.
Advanced knowledge of and skilled in contract interpretation, negotiations and project management
Advanced knowledge of strategic planning
Advanced knowledge of company products and services
Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
Hunter and farmer mentality
High drive for independence and success
10+ years of related experience in a relationship selling role with a bachelor’s degree
5+ years of successful selling to Strategic/Major Accounts
Experience with MEDDIC methodology

Nice To Haves

Experience with Federal System Integrators preferred (not selling through, qualifying experience is key)

Responsibilities

Supports large, complex accounts
Gains access and manage relationships with senior level leaders and executives
Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
Use complementary solutions from other areas of the business as a competitive strategy
Interfaces directly with customers to ensure satisfaction with our solutions
Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
Identify appropriate products and services to meet the full range of customer needs
Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs
Seen as an expert in a given segment and/or channel
Point of contact for escalated issues
Models and may coach effective team behavior
Skillfully negotiate with others to achieve desired results/meet customer needs
May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm.