Senior Enterprise Account Executive
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Job Description
Senior Account Executive leading enterprise sales efforts in Ohio Valley region for Palo Alto Networks. Cultivating relationships and driving new business with existing and new accounts in a remote setup.
Responsibilities:
- Driving new business with existing and net new enterprise accounts
- Build and execute territory plans with Quarterly and Annual Business Reviews (QBRs)
- Build and advance near-term and long-term qualified pipeline
- Selling into various stakeholders: IT side and Business side
- C-level engagements, positioning and proposal
- Quarterbacking the extended team on opportunities including pre-sales, partners, executive management, and customer success
- Management of all contact activity, prospecting, pipeline development, forecasting, negotiating, pricing, and closing and executing contracts
- Perform bi-weekly meetings with the territory Sales Engineers and Professional Services Engineers to assess the status of all existing accounts, and to expedite the roll-out and up-sale/cross-sale processes
- Collaborate with and engage the right Palo Alto Networks technical experts to provide an accurate and compelling story on our products’ strengths and capabilities to win deals.
- Cultivate and manage relationships with partners and alliances
Requirements:
- 5+ years sales experience: SaaS B2B technology (C-Level)
- B2B software sales experience
- Experience in closing 8+ figure deals
- Bachelor's degree or equivalent work experience (5 years cybersecurity B2B enterprise sales)
- Experience in cultivating and controlling complex sales cycles, selling across multiple stakeholders within enterprise organizations
- Discovery skills, asking insightful questions
- Adaptability to a changing environment
- Privileged Access Management or Identity Access Management experience a plus
- Ability to craft and articulate compelling business propositions
- Outstanding presentation, written and verbal communication skills
- Knowledge of and usage of MEDDPICC
- Trained in sales methodologies such as The Challenger Sale, Miller Heiman, Sandler or Value-Selling Framework
- Experience selling SaaS/Subscription/Cloud solutions preferred
- Experience selling with Advisory, Channel Partners, and Ecosystem Partners preferred
Benefits:
- Health insurance
- 401(k) matching
- Flexible work hours
- Paid time off
- Remote work options
- Bonuses
- Restricted stock units
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