Account Executive

Summary

Join BlueCat and LiveAction as an Account Executive- LATAM, exceeding large quota targets and fostering strong executive-level customer engagement. Increase LiveAction's market penetration, surpass quarterly booking targets, and grow the book of business year over year. Develop and execute go-to-market sales strategies, manage complex sales situations, and build strong customer relationships. Orchestrate partner resources, collaborate with Channel Account Managers, and manage business forecasting using Salesforce. Work closely with engineering and marketing teams to create integrated solutions and refine messaging. Present at industry events.

Requirements

• Experience with the LATAM partner and distribution ecosystem
• Five or more years of competitive Enterprise New Business and/or Account Management experience in the network industry
• Experience in developing business in an assigned territory to achieve pipeline growth over 100%. Proven track record of achieving or exceeding set sales targets throughout career history
• Strong interpersonal skills (executive presence)
• Outstanding collaborator across groups and organizations
• Ability to prioritize in a fast-paced rapidly changing environment
• Knowledge of working with complex strategic accounts, including calls on key decision makers (CIOs, CISOs) and all other levels
• Be able to position enterprise network solutions and articulate strategies to senior partner executives
• Bachelor’s degree in Engineering, Science, Business, or equivalent
• Experience with partner community is required and understanding the competitive landscape is a plus
• Excellent relationship building and creative consultative selling skills
• Must be able to engage and manage cross-functional/virtual resources as part of an extended team
• Strong verbal and presentation skills, including extensive experience leveraging virtual tools
• Proficient in Salesforce, Outlook, Excel, PowerPoint. Word, GoToMeeting, WebEx
• Enthusiastic and creative team player

Responsibilities

• Develop and execute the go-to-market sales strategies for existing and new accounts in alignment with the company strategy
• Manage complex sales situation and large projects, including lead qualification, opportunity development, deal negotiation, closing, and product turn up
• Build and nurture customer relationships to achieve business goals and ensure customer satisfaction
• Orchestrate partner/distributor resources to drive opportunities to close
• Work with Channel Account Managers (CAM) to scale through the partner channel and engage in joint selling opportunities to increase regional revenue return
• Manage business forecasting (monthly forecast, weekly commit, and pipeline development) using Salesforce.com
• Work closely with the engineering team to create integrated solutions that address complex problems focused on LiveAction’s value proposition
• Work closely with the marketing team to continually update and refine solution positioning/messaging based on customer feedback and interaction
• Present at industry events/tradeshows

Preferred Qualifications

• Experience with Riverbed, Netscout and other NPM solutions is a plus
• Preferred: experience selling in network reporting, application performance monitoring or network security solutions
• Understanding of large business organizations and their buying cycles is preferred
• Able to travel approximately 60% of the time and to work from home

Benefits

• A Professional Development Budget
• Dedicated Wellness Days and Wellness Week
• A Lifestyle Spending Account
• An Employee Recognition Program