Description

You will build and lead a high-performing team of enterprise sellers focused on landing and expanding strategic accounts in the New York metro area. You'll set the vision, drive execution, and collaborate cross-functionally to exceed revenue targets in a fast-paced cybersecurity environment.

Requirements

• 10+ years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.
• 3+ years leading a sales team focused on growing new business and new logos.
• Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.
• A winner, someone who holds themselves accountable to consistent over-achievement.
• Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.
• Experience managing and closing deals of $200K+ as well as high value transactions above $1m+.
• Experience establishing and fostering strong relationships with potential partners and customers at executive levels.
• Strong presentation and communication skills, competent translating technical features into business value.
• Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.).
• Outstanding verbal, written, and presentation skills.
• Comfortable working in a highly fast-paced environment.

Responsibilities

• Recruit and hire a world-class team of enterprise sellers, on time and on budget.
• Clearly articulate, manage and enable enterprise sellers to hit all key productivity metrics and milestones of growth.
• Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.
• Develop an overall account strategy for the region resulting in strong execution and collaborative team selling.
• Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation/proof-of-concept program.
• Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.
• Effectively forecast monthly/quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.
• Develop strategic relationships with existing channel partners and the development of new channel partners.
• Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.
• Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.