Development position to prepare individuals for Sales Representative roles in First American's Agency Division. Focus on learning sales processes, building relationships, and conducting market research.
About the role
- Enterprise Account Executive responsible for driving sales of Skyhigh Security products to federal clients. Fostering relationships and negotiating contracts in a complex environment.
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.
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
Benefits
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
Job title
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Experience level
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Degree requirement
No Education Requirement
Location requirements
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