Account Executive, West Coast

Company BackgroundThe ThreatConnect Platform, built on an industry-leading threat intelligence platform, enables security teams to confidently forge their path to smarter security with intel-powered security operations. ThreatConnect enables the operationalization of cyber threat intelligence analysis and management, and by leveraging native automation, orchestration, and knowledge capture, it lets teams work smarter, faster, and better – together.
We offer a competitive benefits package with comprehensive insurance coverage, unlimited paid time off, and unique perks designed to help you meet your financial and personal goals.
We are committed to offering an employment experience and benefits package that enables you and your family to grow with us and share in our success. We love to recognize our employees who have gone above and beyond.
Job Description
We are looking for a seasoned field sales professional to join the ThreatConnect Account Executive team. Cyber threats are ever-present and constantly evolving, leaving major companies all over the world at risk. This is where ThreatConnect steps in.If you’re interested in having a real impact on the security landscape of these companies by selling an intelligent and innovative product, this is the role for you. ThreatConnect is experiencing rapid growth, fueled by our market-leading solutions and experienced sales team. This position reports directly to the Vice President of Global Sales and is required to be located inCalifornia.

Things You Will Do

• Driving revenue in your region, with a strong focus on net-new customers
• Proactively and creatively prospect to hunt for new logo business
• Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets
• Consistently achieve assigned quarterly and annual sales targets
• Work intimately with large enterprise organizations to understand their challenges and harmonize the solution that fits their goals
• Provide accurate sales forecasts
• Conduct the entire sales cycle from qualification to close
• Work with the sales development and channel teams to optimize your region’s business development strategy
• Work with the Sales Engineering team through technical engagements
• Stay abreast of competitive intelligence and provide feedback for executive management
• Collaborate with your peers across the Sales and Marketing team for training, resources, and coaching
• Have an aptitude for the company’s solutions and the ability to communicate the value propositions to clients

In the first month, we’ll expect you to...

• Understand the cybersecurity industry and identify where threat intelligence, security operations, and incident response fit within it
• Employ a consultative value selling approach - engaging, inquisitive, and articulate
• Demonstrate strong qualifying and problem-solving skills
• Have experience leading complex sales cycles with large enterprise organizations involving leadership and a diverse set of stakeholders
• Have an aptitude for doing a high-level, overview demo
• Show excellent pipeline management and forecasting

At 3 months we’ll expect you to...

• Clearly and confidently communicate ThreatConnect’s value proposition and understand the buyer profile’s challenges
• Qualify opportunities
• Produce a basic, high-level overview demo
• Work with your Sales Development counterpart to develop and begin to execute a business development strategy for your region
• Work with your Channel Sales counterpart to connect with your reseller counterparts across your region

At 6 months we’ll expect you to...

• Create and continue to build a qualified pipeline
• Develop channel relationships in your region
• Move opportunities to and through technical engagement

At 12 months we’ll expect you to...

• Close new logo business and create a deep and qualified pipeline
• Have a strong and efficient pipeline management
• Have the ability to achieve the above with minimal guidance

Our team emphasizes...

• Integrity
• Collaboration
• Proactiveness
• Innovation
• Drive
• Working with big-name organizations and solving critical problems
• Favorable commissions
• Great corporate benefits
• Fun events and campaigns

Required Qualifications

• Bachelor’s Degree and 10+ years of field sales experience with enterprise security software offerings
• Experience with modern sales strategies
• The ability to take a consultative style when presenting ideas and products
• Competency with sales tracking tools
• Outstanding oral and written communication skills
• Must be detail-oriented and capable of accurate work with minimal supervision
• The ability to travel 25% of the time
• Eligible candidates must be based in a major city In California

Research shows that while men apply to jobs when they meet about 60% of job criteria, women and individuals from marginalized groups tend to apply only when they check every box. If you think you have what it takes but you’re not sure that you check every box, apply anyway!