Account Executive

Summary

Join Axonius as a State, Local, and Education (SLED) focused Account Executive in Chicago! You will exceed quarterly sales quotas by developing new opportunities, researching and identifying top accounts, delivering presentations, preparing quotes, and forecasting sales. This role requires building relationships with prospects and customers, managing renewals, and working with internal resources on technical aspects of the Axonius platform. You will be responsible for building a sales pipeline, selling the Axonius Security Asset Management platform to SLED accounts, and managing the entire deal cycle. The ideal candidate possesses several years of sales experience in the SLED space, a proven track record of closing deals, and experience with Salesforce and other relevant tools. Axonius offers a competitive salary, stock options, and attractive benefits.

Requirements

• Several years of experience in sales or business development with specific experience in State, Local and Education space
• A proven track record of building pipeline and closing business deals
• Experience with the use of Salesforce, Gmail, MS Office and Web Conferencing products
• Meticulous attention to detail and strong follow-up skills
• True blend of relationship building with Channel VARs and hunter mentality for direct sales
• Strong understanding of the pursuit and acquisition of cybersecurity business
• Ability to work creatively and independently, with minimal supervision
• Strong ability to qualify opportunities
• Ability to communicate both business and technical level concepts to different core audiences
• Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies
• Excellent written, verbal and presentation skills

Responsibilities

• Meet and exceed quarterly sales quota by developing new opportunities within broad geographical territory
• Research and identify potential top accounts
• Provide technical information and explanations
• Deliver Zoom presentations
• Prepare accurate quotes
• Provide accurate forecast on a monthly/quarterly basis
• Occasionally attend regional events
• Build partner relationship in region
• Build rapport with prospects and customers
• Manage renewals
• Build a business pipeline and sell the Axonius Security Asset Management platform software to State, Local and Education accounts across a wide range of industry verticals in the US marketplace
• Work at a high tempo and engage in conversations with various different stakeholders
• Prospect via telephone and email, LinkedIn and other lead sources to accelerate penetration into accounts, identifying new Axonius software opportunities, building qualified pipeline revenue in excess of 4x the annual sales quota
• Orchestrate and manage the entire deal cycle to closure
• Work with local engineering and technical resource at Axonius to present the technical aspects of the Axonius platform both in demos and proof of concepts (POCs)
• Identify and drive targeted prospecting activities for accounts in key industry verticals
• Identify qualified opportunities and build a diverse sales pipeline with direct customers
• Manage pipeline activities including driving deals through presentations, demos and POCs; exhibit consistent deal progression to closure
• Sell to State, Local and Education clients
• Identify deal stakeholders, understand budgets, procurement timeline and requirements
• Develop and manage quotes and proposals, contracts and price negotiations
• Drive deals to closure, meeting sales quota objectives
• Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management
• Identify key stakeholders and understand their business needs and be able to articulate how Axonius can solve problems for these stakeholders
• Develop and construct business relationships with strategic Value-Added Resellers (VARs) in the market that align their product portfolio to the Axonius offering
• Work with Axonius staff to analyze target prospects and effectively prioritize and plan best approach to various industry verticals and market segments
• Gather competitive intelligence and knowledge related to industry trends, share insights with market, product management and executive management

Preferred Qualifications

• Industry background and connections in the SLED space
• Conceptual understanding of technical security solutions and models
• Conceptual understanding of OT network environments

Benefits

• Competitive salary
• Stock options
• Attractive benefits
• Annual On Target Earnings $290,000 — $300,000 USD