The Account Executive’s primary focus will be to create robust and sustaining relationships with new and existing customers by leveraging their network, knowledge of business process and sales expertise.
Candidates must have the ability to explore customers’ business issues, articulate value propositions, and manage their accounts through the sales process.
This is a quota carrying role and will require considerable travel.
Sell Veracode products and services to C-level and senior management level customers
Manage a territory and identify new sales opportunities
Manage and grow overall relationship with new and existing customers
Attain sales quota requirements
Manage the full life cycle of a complex enterprise sales process from prospecting, pipeline generation, to closing
Work with Business Development Representatives, Solution Architects / Sales Engineers, Services, Sales Operations, Finance, Marketing and Executives as well as Partners to draw the right resources towards the right opportunities at the right time
Remain actively engaged in the Veracode sales methodology by providing verifiable outcomes at each gate in the sales process
Prepare RFI’s, proposals, letters of understanding, SOW’s and contracts
Accurately forecast new business; report sales status and sales opportunities to management team
Participate and sell Veracode at events, trade shows and industry conferences
Learn and maintain in-depth knowledge of the company’s products and technologies, competitors, industry trends
Skills & Requirements
Extensive years of successful enterprise (business critical) software application direct selling experience
Knowledge of application security industry strongly preferred
Proven track record in developing pipeline and over-achieving quota
A documented track record of success with referenceable customers
Flexibility to relate to multiple management levels within a customer organization, namely business sponsors, CXO’s and Technology executives
Ideal candidate will have existing relationships with security executives
Must demonstrate the ability to discuss ROI concepts with intelligence and conviction
Excellent written, verbal and presentation skills
Experience of different selling approaches and methodologies
Must be results oriented, self-motivated, pro-active and have experience of being part of a world-class sales organization within a technology start up’
Must demonstrate the discipline to work individually and as part of a team
We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.