SMB Account Executive at Zendesk focused on driving B2B sales and relationships through AI solutions. Responsible for acquiring new customers and increasing SMB account growth in Mexico City or State.
About the role
- Account Executive driving sales for Bishop Fox, focusing on new business in New York and New Jersey. Requires experience in cyber security sales and client relationship management.
Responsibilities
- Drive complex sales cycles to close new business for our consulting services and managed services offerings with velocity.
- Promptly qualify and follow up on leads from all Lead Generation Engines.
- Expand current market presence and strengthen relationships with existing customers.
- Develop clear and actionable strategy with top accounts, including overall territory planning and quarterly business reviews.
- Lead technical, solution-oriented sales conversations that help clients develop a clear vision of their problems and the solutions.
- Serve as an escalation point for sales, delivery, and client issues.
- Provide accurate sales forecasting and be held accountable.
- Independently and collaboratively build pipeline to exceed sales quotas.
- Network within client organizations to influence decision makers. This includes supporting regional events and client on-sites.
- Articulate company value proposition and services to become a trusted advisor.
- Identify new business opportunities and prepare detailed account development plans, engagement strategies and targets for each account within your assigned portfolio.
- Take ownership of opportunities and forecast outcomes accurately and in-detail.
- Provide clear documentation that drives sales and project success.
- Manage scoping surveys, proposals, and legal paperwork.
- Ensure customer requirements and quality standards are met throughout the sales cycle.
- Quickly learn internal processes and manage multiple opportunities is a fast-paced environment.
Requirements
- Minimum 10 years of experience selling cyber or information security consulting and/or managed services experience. Experience in-region will be weighted heavier.
- Proficiency in cybersecurity technologies, professional services, and competitive offerings, particularly in the New York City region.
- Demonstrated success managing the end-to-end sales process for professional and managed services deals, with a track record of meeting sales quotas.
- Aptitude for understanding how technology products and solutions solve business problems.
- Understanding of the professional services and managed security services competitive landscape.
- Experience with strategic account planning and accurate forecasting.
- Experience with working with cross-functional teams to achieve goals.
- Ability to establish and grow professional, consultative relationships with our clients, up to and including the c-level in-person and remotely.
- Ability to travel within region 20% - 30% of the time.
- Expert negotiation skills and experience with formal sales training methodologies, including MEDDPICC, and tools, including Salesforce and Clari.
- Responsive; you prioritize timely communication and action, minimizing wait times.
- A long-term outlook, demonstrating genuine dedication and investment in achieving goals.
Benefits
- Generous Time Off and Company-Wide Holidays
- Health Insurance options including Medical, Dental, Vision
- Retirement; 401k matching for Traditional and Roth accounts in the US
- Work From Home Support
- Monthly allowance for cell phone and internet
- Training Budget
- Paid Parental Leave
Job title
Job type
Experience level
Salary
Not specified
Degree requirement
No Education Requirement
Tech skills
Location requirements
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