Account Executive - SLED - NorCal

Location: Ideally Sacramento or San Francisco

The State, Local and Education focused Account Executive will meet and exceed quarterly sales quota by developing new opportunities within broad geographical territory. Researching and identifying potential top accounts; providing technical information and explanations; delivering Zoom presentations; preparing accurate quotes; providing accurate forecast on a monthly/quarterly basis; occasionally attending regional events; building partner relationship in region; building rapport with prospects and customers; managing renewals.

Key Responsibilities - Account Executive - SLED

The Account Executive will be responsible for building a business pipeline and selling the Axonius Security Asset Management platform software to State, Local and Education accounts across a wide range of industry verticals in the US marketplace. The individual will be expected to work at a high tempo and have the ability to engage in conversations with various different stakeholders ranging from IT and Security Operations, Threat & Vulnerability Management, Security Engineering as well as C-suite individuals in security and risk management. The role requires the individual to be conversant across both general IT and security terminology with some understanding of common IT and security technologies. The candidate should have a willingness to prospect via telephone and email, LinkedIn and other lead sources to accelerate penetration into accounts, identifying new Axonius software opportunities, building qualified pipeline revenue in excess of 4x the annual sales quota. The ability to orchestrate and manage the entire deal cycle to closure is critical. Working with local engineering and technical resource at Axonius is also required to present the technical aspects of the Axonius platform both in demos and proof of concepts (POCs).

The Account Executive will:

• Identify and drive targeted prospecting activities for accounts in key industry verticals
• Identify qualified opportunities and build a diverse sales pipeline with direct customers
• Manage pipeline activities including driving deals through presentations, demos and POCs; exhibit consistent deal progression to closure
• Will sell to State, Local and Education clients.
• Identify deal stakeholders, understand budgets, procurement timeline and requirements
• Develop and manage quotes and proposals, contracts and price negotiations
• Drive deals to closure, meeting sales quota objectives
• Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management
• Identify key stakeholders and understand their business needs and be able to articulate how Axonius can solve problems for these stakeholders
• Develop and construct business relationships with strategic Value-Added Resellers (VARs) in the market that align their product portfolio to the Axonius offering
• Work with Axonius staff to analyze target prospects and effectively prioritize and plan best approach to various industry verticals and market segments
• Gathering competitive intelligence and knowledge related to industry trends, share insights with market, product management and executive management

Candidate Profile

Education & Certification / License Credentials

• Proven experience in cybersecurity and information technology software sales

Functional Competencies – Skills, Knowledge & Experience

• Several years of experience in sales or business development with specific experience in State, Local and Education space required
• A proven track record of building pipeline and closing business deals is required
• Industry background and connections in the SLED space is preferred.
• Conceptual understanding of technical security solutions and models desired
• Conceptual understanding of OT network environments preferred
• Experience with the use of Salesforce, Gmail, MS Office and Web Conferencing products required
• Meticulous attention to detail and strong follow-up skills are required
• True blend of relationship building with Channel VARs and hunter mentality for direct sales is a must
• Strong understanding of the pursuit and acquisition of cybersecurity business
• Ability to work creatively and independently, with minimal supervision
• Strong ability to qualify opportunities
• Ability to communicate both business and technical level concepts to different core audiences
• Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies
• Excellent written, verbal and presentation skills

Leadership, Management & Behavioral Competencies

• Ability to take the vision of the company and establish a sales strategy, objectives and action plan for the local market
• Ability to resourcefully and effectively execute and deliver on goals and action plans
• Sense of urgency to address issues right away, deal with problems, finish initiatives
• Ability to build relationships, collaborate and partner with clients to obtain confidence and trust
• Organized and creative with a focus on the growth of this venture
• Ability to adapt sales methods and tactics to various on the ground customer and market conditions

Personal Characteristics / Considerations

• Strategic thinker and resourceful individual who can think out of the box and improvise to meet the demands of changing conditions
• Projects high energy
• Directs his/her own work
• Enjoys complexity and nuance
• Collaborative; communicates and interacts with transparency
• Optimistic, engaging personality
• Exceptional analytical and reporting skills
• Has patience and perseverance
• Has can do attitude
• Commitment to high ethics