Account Executive (USA)

Ontinue

2d•Onsite

About The Position

As a leading provider of AI-powered extended managed detection and response (MXDR) services, Ontinue is on a mission to be the most trusted, 24/7, always-on security partner that empowers customers to embrace the future by using AI to operate more strategically, at scale, and with less risk. We believe that the combination of AI and human expertise is essential for delivering effective managed security that is tailored to a customer’s unique environment, operational constraints, and risks. Our MXDR service combines powerful proprietary AI with a one-of-a-kind collaboration model to continuously build a deep understanding of our customers’ environments, informing how we prevent, detect, and respond to threats. Our unrivaled Microsoft expertise allows customers to achieve these outcomes with the Microsoft Security tools they already own. The result is highly localized managed protection that empowers security teams to be faster, smarter, and more cost efficient than ever before. Continuous protection. AI-powered Nonstop SecOps. That’s Ontinue.

Requirements

Proven track record in MDR or security SAAS mid-market / enterprise sales (2-5yrs minimum).
Strong understanding of technical software solutions and their applications.
Strong negotiation and closing skills.
Excellent communication and presentation skills.
Self-motivated with a results-oriented mindset.
Problem-solving abilities and a customer-centric mindset.
Excellent interpersonal skills, trust and integrity, influential, respected by partners and customers.
Strong attention to detail.
Ability to work independently and as part of a team.
Ability to travel when needed to meet with customers (if required).
Other travel such as employee events local and global.

Nice To Haves

Bachelor's degree is preferred.
Experience in Microsoft and/or Salesforce environment preferred.

Responsibilities

Own the end-to-end sales process, exclusively hunting new log opportunities, responsible for deal progression and closing.
Drive revenue growth by identifying, prospecting, and nurturing new business opportunities within the target market.
Focus on promoting our solution and understanding the unique needs of our customers and partners.
Identify new business opportunities, drive revenue growth, develop and execute comprehensive sales strategies that align with company objectives.
Build and execute on territory plans to drive new logo wins.
Convert leads into opportunities, and subsequently into customers, by utilizing the Ontinue sales process, partner network and the sales support resources.
Conduct thorough research and capture prospect roadmaps during discovery calls to fully understand long term company objectives.
Identify needs and pain points to present the Ontinue platform using MEDDPICC and Force Management techniques.
Initiate and maintain relationships with decision-makers and key stakeholders throughout the sales process.
Act as a customer advocate within the company. Respond and route all queries/questions within assigned customer accounts, ensuring customer satisfaction and addressing questions promptly.
Develop deep product and solution knowledge to conduct effective, high-level prospect engagements by connecting prospects’ business objectives to specific Ontinue solutions.
Use Ontinue assets to deliver presentations to showcase our platform, emphasizing the value and benefits in alignment with prospect needs.
Create, manage and maintain a robust sales pipeline.
Keep accurate records of interactions, sales activities, and opportunities using the CRM system.
Overcome objections, differentiate from our competition, negotiate terms and pricing, and close deals to meet or exceed sales targets.
Close deals by understanding customer needs and demonstrating how our products or services meet those needs.
Cultivate and leverage relationships with Strategic Alliance Partners (Microsoft) and GTM Channel Partners to source and close additional opportunities.
Collaborate with cross-functional teams and other departments to ensure a smooth/seamless transition of new customers to ensure customer success and satisfaction.
Stay up to date and current on industry trends, competitor offerings, market/product dynamics and emerging technologies.