NetSecurity

Account Executive

• Develop business and manage an enterprise account portfolio
• Manage an assigned portfolio of enterprise accounts in the São Paulo region, owning the territory and account strategy
• Prospect for new opportunities and expand existing strategic accounts, generating qualified pipeline
• Lead the full complex sales cycle: stakeholder mapping, security maturity assessment, value proposition, negotiation, and closing
• Execute cross-sell and up-sell opportunities within the installed base, increasing ARR and average deal size
• Act as a trusted advisor to Information Security, Risk, Compliance, Audit, and IT leaders
• Position cybersecurity solutions in terms of risk reduction, operational continuity, and business impact
• Conduct account research and planning to engage senior decision-makers and drive multi-threaded sales
• Maintain long-term relationships with CISOs, CIOs, and board members
• Lead high-value opportunities with 6–12+ month sales cycles and multiple stakeholders involved
• Apply MEDDPICC, MEDDIC, SPIN, and BANT methodologies
• Represent the company in strategic negotiations, including scope, commercial terms, and alignment with Legal, Finance, and Compliance
• Maintain the pipeline in MS Dynamics CRM, with complete opportunity documentation
• Ensure forecast accuracy and report opportunities and expansions to sales leadership weekly
• Meet and exceed annual revenue/bookings targets while managing margins and profitability
• Lead cross-functional teams for each opportunity, including Sales Engineering/Pre-Sales, Customer Success, Product, Marketing, Professional Services, Legal, and Channels/Partners
• Align with systems integrators, MSSPs, and distributors to expand reach and co-sell
• Provide market and customer feedback to Product and Engineering
• Demonstrate an understanding of the company’s cybersecurity solutions, such as cloud security, identity, endpoint, SOC, MXDR, and CROC
• Monitor threat trends, regulations such as Brazil’s LGPD, BACEN regulations, ISO 27001, and NIST, as well as market developments
• Participate in industry events, trade shows, presentations, and technical/commercial training