We are looking for a talented Enteprise Account Executive to join our growing global team at Sectigo.
The Enterprise Sales Account Executive achieves assigned sales quotas and contribute to the overall sales strategies within a major geographic area. This full cycle sales role involves developing a pipeline of opportunities throughout the assigned territory, identifying, and managing opportunities, and closing deals, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo’s channel-driven sales strategy.
This is a full-time and remote position based in the Mid-Atlantic region, and the ideal candidates should reside in the greater Baltimore OR Washington DC area.
Here are the core functions, responsibilities, and expectations for this role:
- Capture new accounts while retaining and growing business in existing accounts.
- Develop sales strategies, territory plans, and pipelines.
- Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals.
- Meet or exceed assigned sales quotas and revenue goals.
- Create and update a dynamic territory plan highlighting regional and vertical targets, marketing efforts, and channel partner strategies.
- Build and maintain relationships with channel partners, including providing sales training, account mapping, and collaborative selling opportunities.
- Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement.
- Prepare and deliver formal proposals and presentations to stakeholders, including C-level executives.
- Maintain thorough knowledge of Sectigo products and stay up-to-date on industry trends and technical developments.
- Additional tasks associated with this position may be assigned in response to company initiatives and business needs.
Education:
- Bachelor's degree and/or equivalent work experience is strongly recommended.
Experience:
- Minimum of 3+ years of experience in quota carrying enterprise sales with a proven track record of exceeding quotas is required.
- Minimum of 2+ years of experience selling cybersecurity solutions is strongly recommended.
- Demonstrated success working with channel partners (Value Added Resellers), including building partnerships and leveraging co-selling strategies.
- Familiarity with sales engagement tools like Salesforce, Clari, SalesLoft, ZoomInfo for tracking and managing sales activities.
- Experience with formal sales training (e.g., solution selling, territory planning, communication skills).
Ability and availability to travel:
Ideal Candidate Profiles, Talents, and Desired Qualifications:
1. Cybersecurity and Device Management with Automation and Orchestration Skills:
- Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms, is preferred.
- Familiarity with automation platforms and practices that streamline device management tasks, especially in environments with complex security needs.
2. Sales Experience & Execution:
- Consultative Sales Approach: Apply a consultative, solution-based sales strategy, deeply understanding customer needs and effectively positioning Sectigo’s products to address cybersecurity and device management challenges.
- Product Knowledge & Technical Engagement: Leverage in-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers on the customer side.
- Strategic Vision & Market Awareness: Align sales efforts with Sectigo’s long-term objectives, staying ahead of market trends and continuously adapting strategies to meet evolving customer needs and competitive pressures.
3. Collaboration & Communication
- Cross-functional Collaboration: Work closely with product, marketing, and engineering teams to ensure product offerings align with customer needs and market demands.
- Strong Communication Skills: Demonstrate exceptional communication abilities, simplifying complex technical concepts for both customers and internal stakeholders.
- Customer Relationship Building: Develop long-lasting relationships with customers, fostering trust and ensuring satisfaction while meeting sales targets.
4. Personal Attributes
- Team-Oriented: Strong collaborator with the ability to thrive in an overlay role, influencing teams across the organization without direct authority.
- Results-Driven: Self-motivated with a focus on achieving and exceeding sales goals, demonstrating perseverance and resilience in the face of challenges.
- Adaptable & Agile: Ability to quickly adjust to new products, market conditions, and customer needs, working effectively in a fast-paced environment.
- Athlete’s mentality: individuals with a background in competitive team environments are strongly encouraged, as they tend to possess the resilience, adaptability, and teamwork skills that contribute to high sales performance.
- Highly motivated “hunter” mentality with exceptional processing skills for prospecting, cold calling, identifying potential leads, overcoming objections, maintaining high margins, and closing deals.
- Proven track record of consistent quota over-achievement and successfully engaging customer primes.
- Enterprise experience with Fortune 500s + companies.
- Strong relationship-building skills, particularly with channel partners and C-level executives.
- Customer-focused mindset with excellent interpersonal, organizational, and communication skills (written and verbal).
- Proactive, resourceful, and comfortable in dynamic, process-building environments.
- High energy, driven, and goal-oriented with the ability to thrive in a fast-paced environment.
- Willingness to travel more than 50% within the territory or region as needed.
- Ability to deliver a strong sales presentation.
All your information will be kept confidential according to EEO guidelines.
Global team. Global reach. Global impact.
At Sectigo, we believe doing good is good business. Our strength and our success come from our team of passionate, engaged individuals who make a difference, both locally and globally. Our commitment to engagement is rooted in an unconditionally inclusive workforce, embodying our unique perspectives, heritages, and backgrounds, all as diverse as the experiences of each Sectigo employee. Importantly, we strive to be recognized not only as the CLM leader but also for our intentional efforts to promote employees into the roles that most challenge and excite them, into experiences that allow them to grow their interests as we grow the business. We are committed to bringing a little bit of fun and a whole lot of happiness into everything we do so that our work – and our team members – reflect the positive outcomes we deliver to our customers every day.
