Federal - Enterprise Account Executive

Trellix•Fairfax, VA

3d•Hybrid

About The Position

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. We are on these too! Follow us on LinkedIn and Twitter @SkyhighSecurity . The Enterprise Account Executive for the Federal group will be responsible for driving sales and incremental bookings of a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements and creating tailored customer solutions that lead to new bookings.

Requirements

7+ years experience in a quota carrying role targeting the US Public Sector/Federal selling Security products with deep relationships with CISOs and customer stakeholders.
Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.
Ability to manage the sales process and negotiate contracts.
Deep knowledge of the customer’s requirements and security challenges.
Strong business acumen and ability to build C-level relationships.
Must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
3-5 years experience with Salesforce and Clari
Security clearance preferred

Responsibilities

Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieves quarterly sales quotas.
Manage the sales process and leverage internal technical resources as needed to meet customer requirements.
Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.
Work closely with customers to drive POCs and POVs.
Upsell and cross sell Skyhigh Security products and solutions based on customer needs.
Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
Develop relationships internally with key stakeholders.
Engage and present at multiple levels within an account including CISO, key stakeholders and board level.
Develop account and opportunity plans to improve account strategy.
Maintain customer satisfaction.
Develop relationships with our channel and service partners to create strategic opportunities.