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Tech Stack
Tools & technologiesCyber Security
About the role
Key responsibilities & impact- Drive net new sales and incremental bookings of existing accounts for Skyhigh Security products, solutions, and services within the assigned territory
- Create a prospecting strategy to identify potential customers and develop relationships
- Build sales pipeline and prepare and present tailored solutions
- Negotiate contracts that achieve quarterly sales quotas
- Manage the sales process and leverage internal technical resources to meet customer requirements
- Analyze customer environments and scope customer requirements
- Collaborate with technical resources to close sales opportunities
- Work closely with customers to drive POCs and POVs
- Upsell and cross-sell Skyhigh Security products and solutions based on customer needs
- Generate demand with channel partners, resellers, and end-user customers
- Grow mindshare, product awareness, and business relationships
- Develop relationships internally with key stakeholders
- Engage and present at multiple levels within accounts, including CISOs, key stakeholders, and board level
- Develop account and opportunity plans to improve account strategy
- Maintain customer satisfaction
- Develop relationships with channel and service partners to create strategic opportunities
Requirements
What you’ll need- 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors
- Deep relationships with CISOs and customer stakeholders
- Experience generating direct sales opportunities
- Strong prospecting skills and ability to build sales pipeline
- Strong track record of achieving quarterly sales quotas
- Ability to manage the sales process using MEDDPICC and negotiate contracts
- Deep knowledge of customer requirements and security challenges
- Strong business acumen and ability to build C-level relationships
- Ability to interpret and execute opportunities within complex organizations
- Ability to engage presales and professional services organizations at multiple stages of the sales cycle, including POCs and POVs
- Strong relationships with channel partners and system integrators
- Excellent presentation skills
- Working knowledge of consultative sales methodologies, preferably MEDDPICC
- 3-5 years’ experience with Salesforce and Clari
- Results-oriented, start-up mindset; integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, and financial acumen
- Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting
Benefits
Comp & perks- Hybrid work model with flexibility and freedom in work environment
- Tools to reach your potential
- Employee recognition program
- Team celebrations
- Social programs
- Flexible work hours
- Family-friendly benefits
- Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement