SLED Strategic Account Executive

Keeper Security

1d • Remote

About The Position

Keeper is hiring a driven SLED Strategic Account Executive to join a high producing team within our B2B sales division. This can be a 100% remote position from select locations, with an opportunity to work a hybrid schedule for candidates based in the Chicago, IL metro area.
Keeper’s cybersecurity software is trusted by millions of people and thousands of organizations, globally. Keeper is published in 23 languages and is sold in over 150 countries. Join one of the fastest-growing cybersecurity companies and gain valuable skills while expanding and developing strategic SLED client relationships in this pivotal role!
About Keeper
Keeper Security is a leading cybersecurity software company that protects thousands of organizations and millions of people in more than 150 countries. Keeper delivers a powerful zero-trust and zero-knowledge solution built to meet the stringent requirements of state, local and educational (SLED) IT environments. Its flagship offering, KeeperPAM®, is an AI-enabled, cloud-native platform that protects users, devices and critical infrastructure from cyber attacks. Recognized in the Gartner® Magic QuadrantTM for Privileged Access Management (PAM), Keeper combines robust compliance with unmatched visibility and control. With industry-leading certifications, including GovRAMP High Authorization, Keeper provides the security assurance public sector organizations require. Learn why agencies trust Keeper to defend against today’s sophisticated adversaries at KeeperSecurity.com.
About the Job
Join an elite group of proven performers. Our team is full of seasoned technologists, with experience selling into SME and Enterprise level accounts. They have a passion for helping companies get the most out of their technology investments and are skilled at identifying new business opportunities and expansion opportunities within named accounts. As a SLED focused Strategic Account Manager, you will work with an established client base and be responsible for growing revenue in these accounts using our industry-leading solutions.
Thrive in a supportive but independent workplace with the opportunity to grow as our organization grows
Carry a revenue quota to meet or exceed sales targets within assigned strategic accounts
Build strong relationships and interact with executives and C-Level customer contacts
Work with strategic SLED clients to manage and negotiate contract renewals, cross-sells and upsells
Expand SLED Accounts across other business units and geographies
Use Strategic selling motions to create meaningful relationships across existing and new teams with an account
Work with clients to establish business and technical goals & potential via regular technical discussions and Quarterly Business Reviews
Maintain a structured cadence with named customer accounts, build relationships, present Keeper solutions, troubleshoot challenges, manage issues with the broader Keeper team and close deals
Advise customers on best practices for securing and protecting their business against password related breaches
Proactively manage the success of a portfolio of assigned Keeper Security customers to deliver consistent value across the entire lifecycle
Demonstrate knowledge of Customer Success best practices, stay up to date on trends in the industry, and operate as a Customer Success and Cyber Security advisor to your customers
Understand and navigate account procurement practices to negotiate licensing contracts
Build strong customer relationships by maintaining high levels of engagement, adoption, and communication; conduct quarterly business reviews to ensure our clients are up to speed on their areas of vulnerability, new product features etc.
Become a Keeper Security product expert for your customers; occasionally assist on Sales or Marketing calls/webinars as a Strategic Account Executive & Keeper expert
Drive customer advocacy in the form of references, referrals, and case studies
Perform data-driven reviews and analysis on customer portfolios to prioritize opportunity and risk; reliably renew and expand customer contracts, meeting and exceeding personal and team quotas
Champion and participate in the evolution of Keeper Security’s own Customer Success programs and processes; insist on excellence in our own Customer Success initiatives
Contribute towards the development of a strong team environment by upholding high work standards
Go the extra mile to ensure our customers are supported and successful
Create and present technical solutions to the C-Suite and executive boards
Travel to and from customer meetings (locally and nationally) and rent and/or operate a car on behalf of the company

Requirements

• 5+ years’ experience in full cycle or strategic growth SaaS sales; experience with growing strategic accounts in the SLED space is required
• Experience working in the Cybersecurity or IAM industry is required
• Motivated by solving problems for customers; demonstrated ability to anticipate challenges before they arise
• Strong technical knowledge as it pertains to identity management software (SSO, Directory etc), implementation, onboarding & support
• Experience working with and selling to SLED organizations, C-Level Executives, IT and Cyber Security Executives
• Unrivaled sense of autonomy, ownership, and dedication to helping customers realize their intended value
• Energetic and self-motivated; a team player who is also a proactive and creative problem solver
• Aptitude for learning software; strong with business applications
• Ability to manage multiple priorities while maintaining strict attention to details
• Strong communication and interpersonal skills, both written and verbal; consistent diplomacy, tact, and poise when working through customer issues and escalations
• Working knowledge of Salesforce.com and Salesloft
• Undergraduate degree preferred (BA/BS)

Responsibilities

• Carry a revenue quota to meet or exceed sales targets within assigned strategic accounts
• Build strong relationships and interact with executives and C-Level customer contacts
• Work with strategic SLED clients to manage and negotiate contract renewals, cross-sells and upsells
• Expand SLED Accounts across other business units and geographies
• Use Strategic selling motions to create meaningful relationships across existing and new teams with an account
• Work with clients to establish business and technical goals & potential via regular technical discussions and Quarterly Business Reviews
• Maintain a structured cadence with named customer accounts, build relationships, present Keeper solutions, troubleshoot challenges, manage issues with the broader Keeper team and close deals
• Advise customers on best practices for securing and protecting their business against password related breaches
• Proactively manage the success of a portfolio of assigned Keeper Security customers to deliver consistent value across the entire lifecycle
• Demonstrate knowledge of Customer Success best practices, stay up to date on trends in the industry, and operate as a Customer Success and Cyber Security advisor to your customers
• Understand and navigate account procurement practices to negotiate licensing contracts
• Build strong customer relationships by maintaining high levels of engagement, adoption, and communication; conduct quarterly business reviews to ensure our clients are up to speed on their areas of vulnerability, new product features etc.
• Become a Keeper Security product expert for your customers; occasionally assist on Sales or Marketing calls/webinars as a Strategic Account Executive & Keeper expert
• Drive customer advocacy in the form of references, referrals, and case studies
• Perform data-driven reviews and analysis on customer portfolios to prioritize opportunity and risk; reliably renew and expand customer contracts, meeting and exceeding personal and team quotas
• Champion and participate in the evolution of Keeper Security’s own Customer Success programs and processes; insist on excellence in our own Customer Success initiatives
• Contribute towards the development of a strong team environment by upholding high work standards
• Go the extra mile to ensure our customers are supported and successful
• Create and present technical solutions to the C-Suite and executive boards
• Travel to and from customer meetings (locally and nationally) and rent and/or operate a car on behalf of the company

Benefits

• Medical, Dental & Vision (Inclusive of domestic partnerships)
• Employer Paid Life Insurance & Employee/Spouse/Child Supplemental life
• Voluntary Short/Long Term Disability Insurance
• 401 k (Roth/Traditional)
• A generous PTO plan that celebrates your commitment and seniority (including paid Bereavement/Jury Duty, etc)
• Above market annual bonuses

What This Job Offers

• Job Type: Full-time
• Career Level: Senior