Role: Strategic Account Executive

Location: EST or CST

(Xtra Effort relationships with this client: VP of Sales)

Technologies: single vendor platform for cloud, on-prem, and hybrid for multi-factor authentication, access management, and identity governance

Quota: $4m, including renewals and cross selling/up selling to existing clients

Territory: 10 existing Fortune 500 customers

Existing clients include: Cigna, Comcast, Sony, Northrop Grumman, NY Life, Barclays, State of NY, Brown Bros. Harriman, Sanofi-Aventis, Paychex, Novartis, Loews, Jetblue

Sales support:

·        Marketing

·        Sales Engineering

·        Sales Development                                       

Company:

·        Over 10,500 customers, including over 85% of the Fortune 500 companies

·        Global

·        Gartner Magic Quadrant Leader

·        Tier one cyber security company

·        Company Culture: supportive, collaborative, and trusting. The team knows they are among other intelligent, ethical, creative, and energetic professionals who value continuous learning and collective growth. Win as a team, lose as a team.

Compensation and Benefits:

·        Up to $330k+- OTE, no cap; 50% salary

·           Comprehensive benefits and time off, including dental, vision, fertility and maternity support, medical coverage choice, wellness program, flexible spending, LTD, childcare and elder care services

·           Training and certification reimbursement

Why this company and role are highly sought after:

·       Technology is recognized as best-in-class, recognized as the best by SC Media three years in a row.

·       Less career risk

·       Selling to existing clients, not cold calling or working a super small patch, awaiting business development for leads (you still need to intelligently hunt into pockets of the enterprise where the company has no footprint)

·    A culture of stability. Leadership is proven in their ability to empower sales team to leverage long term accounts to develop 4x the existing revenue.

·    Consultative sales conversations, helping customers learn how to leverage a platform's comprehensive ability to address the majority of the authentication and identity governance needs

·       Hybrid authentication functionality helps enterprises have required resiliency that cloud pure plays do not offer

·        Superior, proven, and comprehensive integration for easier implementation and faster results

·        Simple pricing for all-inclusive platform options. The pricing is more credible and easier to understand, and include extensive bundled technology relative to MFA, SSO, etc. ... equating to $1m+ deals!

·        At least 80% of the sales will be from existing customers.

·        Chance to make guaranteed income with renewals, with the opportunity to earn $500k year over year with effective cross selling and upselling

·        Opportunity to learn or refine selling skills related to identity governance, authentication, and Leadership

·         A start-up like culture relative to expectations for explosive growth, sharing of best practices, and innovation; but with a safety net of an established and profitable company with favorable brand recognition and over 10,500 customers.  Each associate can earn the right to have voice and influence in shaping the company’s success, including field sales execution

·          Proven track record for advancing sales careers into leadership and executive roles.

 Required Candidate Attributes

• Excellent verbal and written presentation skills
• Experience selling $200k+ solutions related to authentication, identity, or access management to Fortune 1000 companies
• Experience consistently reaching/surpassing $2m+ quotas
• Solid track record driving revenue with existing customers
• Proven ability in closing large, complex deals within the Security sector
• Ability to prioritize and manage multiple tasks
• Hunter mentality

Desirable Candidate Attributes

• Meddpic experience is highly desirable
• Bachelor's degree