Account Executive 4, Direct Sales

RSA Security

11d•$280,000 - $350,000•Onsite

About The Position

This role supports large, complex accounts and involves gaining access and managing relationships with senior level leaders and executives. The Account Executive will identify business trends, leverage the strengths of the sales team to create differentiated offerings, and position the company to capture business. This position will utilize complementary solutions from other areas of the business as a competitive strategy and interface directly with customers to ensure satisfaction with our solutions. The role also involves identifying opportunities for junior account managers, identifying appropriate products and services to meet customer needs, and identifying cost-effective alternatives by bundling products/service "solutions" to maximize opportunity while meeting customer needs. The Account Executive will be seen as an expert in a given segment and/or channel, serve as a point of contact for escalated issues, and model and coach effective team behavior. Skillful negotiation is required to achieve desired results and meet customer needs. This position may be assigned to a specific national account that is traditionally high in complexity and strategic importance to the firm.

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

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