Remote Senior Alliances Account Executive
at Censys

Summary

Join our team as a Strategic Alliances Account Executive and play a key role in selling the Censys Internet Intelligence Platform to Incident Response firms, Global Systems Integrators, and Federal Systems Integrators. As one of the first members of our new global Strategic Alliances team, you'll represent Censys to C-Levels, principals, and partners, threat hunters, and cybersecurity practitioners at the largest IR, GSI, and FSIs in the world.

Requirements

• 7+ years of IR, GSI/FSI, or cybersecurity sales experience with a perspective on their pain points, programs, and requirements
• 5+ years of experience in Cybersecurity, Incident Response, Threat Intelligence, or Government roles
• Experience managing and closing complex sales-cycles using solution selling techniques with a consistent track record of success against +$1M quotas
• Experience selling at an early stage company where product(s) are in their infancy where you have ownership in building sales enablement
• Skilled in virtual presentations, online web demos, and remote sales processes
• Willingness to travel to customer sites regularly
• Proficiency using SalesForce.com

Responsibilities

• Drive Sales Strategy: Develop and execute a comprehensive sales strategy for targeting Incident Response (IR) firms and FSI/GSIs
• Prospecting: Leverage existing networks, establish new relationships, monitor relevant bid-boards, and attend industry conferences to proactively identify new IR and FSI/GSI opportunities
• Client Relationship Management: Build long-term relationships with existing IR and FSI/GSI partners to further develop service offerings, engagements, and solutions
• Sales Execution: Lead the full sales cycle from prospecting to closing. Present Censys’ offerings, conduct product demos, and negotiate win-win agreements based on value selling. Close large, complex deals involving multiple executive-level stakeholders
• Market Insights: Stay informed about industry trends, competitive landscape, and evolving customer needs. Use these insights to tailor sales pitches and identify new revenue opportunities
• Collaboration: Work closely with internal teams (Sales Engineering, Product, Marketing, Customer Success) to ensure a seamless customer experience and align on solutions that meet IR and FSI/GSI needs
• Forecasting: Develop and maintain a substantial pipeline of qualified opportunities, and consistently maintain an accurate forecast
• Meet and Exceed Targets: Exceed activity, pipeline, and revenue goals on a quarterly basis

Benefits

• 401k match
• Health insurance
• Vision insurance
• Dental insurance