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Account Acquisition Sales Executive - East Region

Company: Venafi
Location: Jersey City
Posted on: September 14, 2018

Job Description:

The Opportunity: Venafi is a rapidly growing cyber security organization, and the leader in managing, securing and protecting Machine Identities, the cryptographic keys and digital certificates that every organization depends on to improve security, increase operational efficiency and achieve better compliance. Due to our fast growth, Venafi is urgently looking for a highly motivated Account Acquisition Sales Executive with a focus on new account acquisition (hunter role). The Account Acquisition Sales Executive will manage all sales activities for new account acquisition and own a new revenue (ARR Annual Recurring Revenue) goal for these new target named accounts in a given territory. The position involves:

  • Developing new Venafi business opportunities within a set of target named accounts in the East Region.
  • Sell Venafi's software and services to these target named accounts. For these target named accounts, Account Acquisition Sales Executives will be responsible for executing sales cycles following the Venafi Playbook. The Account Acquisition Sales Executive must have strong skills and experience educating and building relationships at the C-Level and in the selling of complex solutions in large and complicated customer environments. Successful execution will also require the development of an ecosystem at the regional level, including channel partners, technology partners and participation at local conference and events. Key Result Areas:
    • Drive top-line revenue (ARR) in a targeted list of strategic Global 2000 accounts direct and through Venafi channel partners.
    • Drive adoption of enterprise agreements to ensure long term relationships and maximum contract value with Venafi.
    • Educate C-Level to get sponsorship on Machine Identity Protection projects. Strong focus on relationship building with executive decision makers.
    • Build trust and credibility at multiple levels in target named accounts.
    • Guide prospects through a methodical sales process (following Venafi Playbook) to facilitate decisions.
    • Ensure customer success with Venafi solutions.
    • Represent Venafi at local and/or industry events.
    • Maintain accurate CRM information.
    • Collaborate with other team members in Venafi's West Region to foster a strong sense of community and information sharing among Account Executives.
    • Travel as necessary to client locations (approximately 30-50% of time traveling). Minimum Skills and Experience required:
      • Minimum 7 years enterprise software sales experience to G2000 companies.
      • Proven ability to sell enterprise level software to the most discriminating customers.
      • Proven ability to educate, build and maintain relationships with executive decision makers.
      • Proven ability to sell multi-year multi-million dollars enterprise licensing agreements.
      • Proven track record of exceeding software sales revenue targets.
      • Excellent critical thinking & analytical skills a must.
      • Excellent communications and presentations skills a must.
      • Strong ability to write and create content in Word, Excel and PowerPoint.
      • Proven ability to manage complex sales cycles.
      • Experience selling a subscription software mode. What sets you apart:
        • Security software sales experience.
        • PKI knowledge or experience.
        • Named, global or large enterprise account management experience. About Venafi: Venafi is the cybersecurity market leader in Machine Identity Protection, securing machine-to-machine connections and communications. Venafi protects machine identity types by orchestrating cryptographic keys and digital certificates for SSL/TLS, SSH, mobile/user, code-signing and soon for IoT. Venafi provides global visibility of machine identities and the risks associated with them for the extended enterpriseon premises,mobile, virtual, cloud and IoT at machine speed and scale. Venafi puts this intelligence into action with automated remediation that reduces the security and availability risks connected with weak or compromised machine identities while safeguarding the flow of information to trusted machines and preventing communication with machines that are not trusted. Internally, we have an exceptional culture built around our core values comprised of honesty, transparency, leading by example, awareness, risk taking, and team before self. Venafi also offers a great compensation and benefits package. Come join us!

          Keywords: Venafi, Jersey City, Account Acquisition Sales Executive - East Region, Sales, Jersey City, New Jersey

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