Drive full sales lifecycle for net-new enterprise prospects, build and qualify pipeline, engage C-level executives and channel partners, present and demo Qualys solutions, respond to RFIs/RFPs, maintain CRM forecasts, and occasionally visit customers and events.
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
The Enterprise Account Executive is responsible for driving the full sales lifecycle for net new prospects through our channel ecosystem. Using the MEDPICC Sales Methodology to engage, advise, negotiate, and close prospect opportunities successfully. You can identify and understand your prospects' needs, pains, and desired outcomes to build effective business cases that demonstrate ROI and the Value Proposition of Qualys.
As an Enterprise Account Executive, the ideal candidate will be required to have strong communication skills, be able to operate with C-levels within companies of 3,000 employees and above, whilst engaging and building relationships with Channel partners. The candidate will be required to present Qualys solutions and demonstrate the product in line with prospect's requirements.
Responsibilities:
- Build effective net new pipeline coverage (4x) to achieve your sales targets.
- Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and closing.
- Develop relationships with C-level and other executive relationships.
- Clear, succinct communicator – Using your customer’s language, you’ll help them clearly understand the value
- Actively follow and support the Qualys Lead Generation activity
- Demonstrate, prove and align product capabilities to support customer goals.
- Respond to prospect questions on technical and business-related issues, including RFIs/RFPs
- Maintain accurate and timely customer/prospect, pipeline, and service forecast data within our CRM.
- Occasional onsite customer visits / conferences / trade shows
- Frequent channel partner engagement and activities.
Required Qualifications
- Ideal candidate will be self-motivated with knowledge of IT security and used to control typical business and sales processes.
- Proven experience of new business sales.
- Motivated, driven and results oriented.
- Excellent English written and oral communication skills.
- Ability to learn, understand and apply new technologies.
- Keep sales admin up to date and complete sales reports when necessary.
- Capable of blending technical details with commercial requirements
- Minimum 5 years experience in Large Enterprise sales.
- Minimum 5 years experience in Cybersecurity sales.
Preferred Qualifications
- Experience in MEDDIC / MEDDPIC sales methodology
- Experience selling into Public Sector / Manufacturing / Energy / Utility sectors
- Experience in selling into CISO / CIO prospects
- Experience with Salesforce and Gong!
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