Account Executive – Mid-Market
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Job Description
Account Executive managing sales for RSA's identity and access management solutions across multiple sectors. Responsible for new and existing accounts, upselling, and cross-selling opportunities.
Responsibilities:
- This is a Senior Level quota-carrying individual contributor role responsible for managing a book of existing and new/prospective accounts.
- The Account Executive will be directly responsible for upselling, cross-selling, and new logo sales, as well as independently developing and executing sales and pricing strategies.
- The role involves owning the end-to-end sales process for new logo sales and expansion within existing customers, while also playing a supporting role in renewals to identify new opportunities and provide input on renewal strategy.
- The Account Executive will prioritize all job responsibilities without oversight, including customer contacts, to maximize business results and sales.
- They will sell to all stakeholders within existing and prospective accounts, independently developing messaging to support sales efforts.
- Engaging with C-Level Executives at new and existing clients, the Account Executive will identify and demonstrate the value of RSA solutions being purchased.
Requirements:
- Bachelor’s degree or relevant sales experience required
- Ability to execute a comprehensive sales process, leveraging MEDDPICC and additional sales training methodologies
- Confidence and independence in engaging with C-Level contacts at new and prospective clients
- Strong organizational skills
- Excellent communication, interpersonal, presentation, and problem-solving skills
- Experience in independently developing and conducting complex sales campaigns and negotiations, leveraging an ecosystem of internal business partners to maximize customer value
- Prospecting skills to gain access to new customers and new contacts in existing customers
- Ability to independently complete business and sales forecasting
- Willingness to travel to meet customers and partners in person regularly – up to 50-75% of the time.
Benefits:
- health insurance
- disability insurance
- life insurance
- 401(k) retirement plan with company matching contributions
- flexible paid-time-off
- annual discretionary bonuses
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