Enterprise Account Executive

Summary

Join FireMon, a cybersecurity innovator, as an Enterprise Account Executive to formulate and execute sales strategies for revenue growth and new customer acquisition. You will present FireMon's product capabilities to potential clients, aligning them with client needs. Success requires exceeding sales quotas and thriving in a results-driven, customer-focused environment. The role involves developing account strategies, negotiating agreements, building customer relationships, collaborating with internal teams, and leveraging channel partners. You will maintain prospect information in Salesforce and engage in high-volume sales activities. This position demands expertise in enterprise cybersecurity sales, channel sales, and effective communication.

Requirements

• Enterprise Cybersecurity Sales: Extensive experience selling cybersecurity solutions into large enterprise accounts across multiple industries
• Channel Sales Expertise: Skilled in leveraging VARs, MSSPs, and distribution partners to scale sales efforts and drive pipeline growth through joint go-to-market strategies
• Technical & Business Communication: Ability to effectively communicate complex security concepts to both technical teams (CISOs, IT architects) and non-technical decision-makers (CFOs, business unit leaders)
• Outstanding Presentation & Closing Skills: Expert at delivering high-impact demos, leading security-focused discovery sessions, and closing complex deals involving both direct and indirect sales motions
• Driven & Organized: Self-motivated with a strong focus on results, consistently meeting or exceeding quotas while contributing to the growth of innovative, high-performing sales organizations

Responsibilities

• Identify, develop and execute an account strategy to close new business opportunities and expand revenue with customers across the assigned Territory; independently and cooperatively
• Scope, negotiate and bring to closure agreements to exceed booking and revenue quota targets
• Aggressively build, nurture, manage and support new sales and upsell existing customers in the assigned territory
• Target and gain access to decision-makers in key prospect accounts in the assigned territory
• Establish access and maintain existing relationships with key decision-makers (typically at the CIO and CSO level) in industry, partners, and enterprise customers to drive all pertinent issues related to sales strategy and goal attainment
• Collaborate with operative peers across functions (including the Field Sales, Channel, Marketing, Sales Operations, System Engineering, Services, Customer Support, and Product Development) to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level
• Build strong and effective relationships with channel partners, resulting in force multiplier revenue growth opportunities
• Capture, maintain and disseminate accurate and relevant prospect information using Salesforce.com
• Maintain a high volume of sales activity via calls, emails, & social selling
• Work as part of a sales team toward reaching quarterly territory sales quota