Sr. Account Executive

1 week ago

Bengaluru, Karnataka, India Opentext Full time US$ 1,50,000 - US$ 2,00,000 per year

YOUR IMPACT:

Sales Specialists & Consultants are product, services, software or solution specialists that are responsible for leading pursuit in their assigned focus areas. Drives proactive campaigns to build the pipeline, uses specialized knowledge and skills to prospect, qualify, negotiate and close opportunities. May have named accounts allocated, cover a designated geography, or may be allocated to one high-potential, competitive attack account.

WHAT THE ROLE OFFERS:

  • Develops long term sales pipeline in GCC/Named account Segment to deliver the company's order and revenue targets in Cybersecurity in the given regions.
  • Focus on Cybersecurity solutions of Security Operations Centre (SOC), Application Security, Identity and Access Management (IDAM), Data Security (Encryption)
  • Use specialty expertise to seek out new opportunities for customer value by expanding and enhancing existing opportunities to build the pipeline in and drive pursuit in specialty area.
  • Set direction for business development and solution replication in given segment
  • Creates and grows reference customers.
  • Sell complex products or solutions of OT Cybersecurity to customers.
  • May act as a dedicated resource to a few strategic accounts.
  • Contribute to enduring executive relationships that establish the company's consultative professionalism and promote its total solution capabilities.
  • Maintains broad market and competitor knowledge to ensure credibility with Customer Executives.

WHAT YOU NEED TO SUCCEED:

  • University or Bachelor's degree; Advanced University or MBA preferred.
  • Demonstrated achievement of progressively higher quota diversity of business customer, and higher level customer interface.
  • Prior selling experience includes multiple, diverse set of selling responsibilities.

  • Typically 15+ years of related sales experience in Cybersecurity portfolio

  • Is considered a master in knowledge of products, solution or service offerings as well as competitor's offerings to be able to sell large, complex solutions.

  • Should have experience in selling to GCC/Named account Segment .
  • Know strengths and weaknesses of key competitors in account and how to leverage this knowledge in the account.
  • Uses expertise specialty, consultative solution selling and business development skills to align the client's business needs with solution.
  • Demonstrates leadership and initiative in successfully driving services sales in accounts - prospecting, negotiating and closing deals.
  • Strategic planning on a business development level; can build an effective business case reflecting the value of an appropriate strategy.
  • Balance strategic and tactical pursuits to optimize coverage and develop a predictable revenue stream.
  • Works with the team to build an effective account plan and strategy to drive incremental revenue in the account.
  • Works effectively with our partners to drive additional revenue.
  • Demonstrates the ability to leverage the company's portfolio of products and services to change the playing field against our competition.
  • Understands the leverage of services as part of strategic portfolio of products.
  • Maintain knowledge of industry trends, associated solutions, and key partner/ISV solutions.

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