Enterprise Account Executive (US West - Federal Veterans Affairs)

Verkada•Seattle, TX

12d

About The Position

We are seeking a hardworking, driven individual with superb energy, passion and experience driving new business acquisition in the Federal market. This person will join a growing Federal Field Sales team and will cover the Department of Veterans Affairs within the Federal Space. The Enterprise Account Executive will play an integral role in developing the territory and will focus on formulating and executing a sales strategy within an assigned territory, resulting in new customer acquisition and revenue growth. With Verkada’s consistent year over year growth, now is the perfect time to join the sales team. This is an outstanding career option for an enthusiastic sales professional looking to further their career in a fast paced dynamic environment while also being part of a rapidly growing start-up. This position reports to the Director of Sales, Federal.

Requirements

5-10+ years of quota-carrying software/hardware technology or channel sales with focus on building a greenfield territory and landing new business; 2+ years selling technical solutions or products to the Department of Veterans Affairs is a requirement
Proven track record of success in a sales-driven organization selling a highly complex technical solution (with the awards and references to prove it)
Must be willing and able to travel
Possess a hunter sales mentality with a strong desire to be successful, and have a proven track record of prospecting, closing new logos, and landing major accounts against incumbents
Customer-focused with extensive experience developing customer relationships within Federal accounts
Experience managing longer, complex sales cycles. This includes navigating the complexity of multiple buying stakeholders and the nuances of government buying
Experience collaborating with an internal channel partner team to sell through and with channel partners is a plus
Relevant software or hardware industry experience in any of the following domains; security software or hardware, computer networking and “how the internet works”, subscription, SaaS, or Cloud software is a plus
Strong knowledge and execution of MEDDIC is highly preferred
Self-motivated, tenacious, confident, with a willingness to engage in prospecting to maintain individual funnels as expected
Intellectually curious
High IQ, EQ and self-awareness
Excellent communication skills (verbal and written) with peers, customers, and partners
Thrive working in a fast paced dynamic environment with a strong sense of urgency
BS/BA degree strongly preferred

Responsibilities

Develop and Implement a comprehensive territory plan
Manage the entire sales process to ensure delivery against key performance metrics and quota, with a strong emphasis on net new business sales. This includes prospecting and outreach to new Federal business opportunities providing product demos, product trials, and strategic negotiations with customers and channel partners
Meet or exceed individual targets and contribute to the overall team and company success.
Proven ability to proactively penetrate new, untapped markets with greenfield accounts and achieve a quarterly quota of at least 1 qualified net new logo
Initiate and manage expansion discussions to drive customer retention. This includes identifying customers’ goals and requirements, including budgetary constraints and key decision makers
Devise a comprehensive customer acquisition strategy and partner with Verkada’s channel partner sales organization to establish channel partner initiatives that result in a minimum of 5 deal registrations each quarter
Drive business growth and enhance market presence through a combination of customer engagements, marketing campaigns, executive briefings, industry conferences, events and market sector knowledge/intelligence
Gain an in-depth and detailed understanding of Verkada’s business and products to confidently sell to Federal accounts within your territory
Create effective presentations and proposals; create urgency to drive deal closure, negotiate pricing and contractual agreements
Provide account analysis, quarterly business reviews, and accurate revenue forecasts

Benefits

Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans
Nationwide medical, vision and dental coverage
Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options
Expanded mental health support
Paid parental leave policy & fertility benefits
Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time
Professional development stipend
Fertility Stipend
Wellness/fitness benefits
Healthy lunches provided daily
Commuter benefits