Description

Enterprise Account Director-Pacific Northwest

Come join our client's team of world-class cybersecurity professionals and the brightest minds in the industry. If you're ready to challenge yourself with work that matters, then this is the place for you. We're redefining cybersecurity as one of the fastest growing companies in the U.S. – and we have a blast doing it!

Who We Are

Our client is the leader in managed security services, protecting organizations from ever-increasing cyber threats 24/7/365. Powered by their cloud-based security operations platform, Our client provides the industry’s fastest, most comprehensive detection and automated response to cyber threats together with tailored guidance from dedicated experts to mitigate risk and measurably improve security posture. Hundreds of organizations, from Fortune 100 to mid-sized enterprises, trust our client to protect their business.

Our Client's recognition includes:

Forbes America’s Best Startup Employers 2022
Great Place to Work® Certified 2022
Cybersecurity Excellence Award for MDR 2022
Forrester: Top 10 MDR
Goldman Sachs portfolio company: $53m Series B investment 2020

Position Summary:

Reporting to the Area VP of Sales, this field sales role plays an instrumental role in driving the continued growth of our unique enterprise Managed Security Services solutions (MDR, Managed EDR, Vulnerability Management and Managed Firewall) by prospecting and closing new, upsell and renewal deals in an assigned territory.

Applicants must currently reside in the assigned territory.

In this role, you’ll get to:

Directly improve our client's position in the Managed Security Services market by achieving enterprise ARR sales targets
Lead the sales process from prospecting through contract signing, partnering with:
Our industry-leading Solutions Directors, Principal Consultants and other internal resources
Your assigned BDR to design white space account campaigns
Our Channel Sales team and Partner ecosystem
Articulate and position their transformational cybersecurity solutions to Security Leadership (CISO, VP/Sr. Director, Security or similar) prospects/customers
Sell business value, solve business problems and deliver customer outcomes
Learn new technologies, while contributing to the company strategy and product roadmap to solve business problems

To be successful in this role, you’ll need to:

Demonstrate prior success achieving quotas at early-stage, high-growth Enterprise software/SaaS or Cybersecurity companies
Use a proven sales methodology, such as MEDPICC, and approach prospective customers focusing on Selling Business Value, Solving Business Problems and Delivering Customer Outcomes
Engage internal and external resources at appropriate times during sales cycles
Relentlessly build a 5x pipeline ($1M per month after 90-days) without expecting leads from marketing or channel partners
Develop targeted, strategic account plans and ensure they are understood by the extended team
Prioritize your work and provide accurate forecasts in Salesforce CRM
Operationalize a diverse book of business vs focusing exclusively on prior/existing relationships
Remain current with information security news, techniques, and trends
Reside in the assigned region/territory and travel to visit prospective customers and partners weekly (often with short notice)

In the first 90-days, you’ll need to:

30-Days
Meet with all internal selling resources, CAM, SA, BDR, as well as regional channel partners
Define a target account list
60-Days
Build a target account strategy
Make prospecting calls to all target accounts
90-Days
Demonstrate you are on a path to building a 5X pipeline

Colorado* Candidates:

For applicants in Colorado the salary range for this role is $135,000 to $150,000 + commissions + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.

*Note: Disclosure as required by sb19-085 (8-5-20)

#LI-MM1

What We Offer:

Our client is excited to provide benefits designed to support team members and their families. Including:

Medical, dental, vision, and disability insurance
Paid time off, holidays, and family leave
401(K) retirement program with employer match
Unique professional development benefits, starting at $3,000 annually

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