FU
FullStoryAccount Executive – Strategic
Account Executive responsible for business development in Strategic Enterprise sector for Fullstory. Engaging clients and driving new business opportunities while managing existing accounts.
About the role
- Generate strategic accounts sales pipeline, qualify opportunities, and accurately forecast pipeline
- Achieve agreed quarterly sales goals through management of the sales process to closure of the sale, driving a high rate of new logo and cross-sell opportunities in the territory
- Engage with customers to understand their business pain points, priorities, and business drivers, aligning Sophos solutions to customer’s desired outcomes
- Work with the Channel Sales team and partner community to create pipeline through indirect engagements
- Collaborate with sales engineering, sales development, and channel teams, channel partners, throughout the sales cycle to achieve high new revenue production
- Identify, develop, and execute on a territory plan and account strategies to close new business opportunities and expand revenue with customers across the assigned region
- Scope, negotiate, and bring to closure agreements to exceed booking and revenue quota targets
- 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
- Capture, maintain, and disseminate accurate and relevant prospect information using Salesforce.com, Clari, 6sense, zoominfo, LinkedIn Sales Navigator, GovSpend, etc.
- Conduct thorough account reviews to identify upsell opportunities, leveraging existing relationships for growth
- Create and execute targeted campaigns to drive new business and expand existing accounts
- Consistently apply MEDDPICC frameworks to qualify and manage opportunities, ensuring efficient deal progression
Requirements
- 5+ years in a sales role working with end users or channel partners, with a track record of achieving and exceeding sales quotas
- Strong understanding of Cybersecurity, SOCaaS, XDR, MDR, NDR, Network, Cloud, and SaaS technologies and competitive offerings in the marketplace
- Significant and proven experience developing relationships with senior executives
- Experience with Public Sector contracts, procurement, and regulatory concerns and negotiating Business Associate Agreements is a plus
- Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques
- Exceptional opportunity discovery and deal qualification skills, value proposition presentation, negotiation, and closing skills
- Experience with Force Management’s ‘Command of the Message’ methodology is preferred, but not mandatory
- Customer-centric orientation with the ability to build relationships via email, telephone, and in person
- Solid technical acumen, able to explain the benefits of different technologies, with strong cybersecurity knowledge being an advantage
- Experience selling through and with channel partners, and ability to thrive in a team selling environment
- Excellent organizational skills and ability to prioritize and manage multiple tasks at once
- Ability to work remotely and willing to travel to industry events, demand-gen events, and face to face meetings with prospects and partners
- Applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship
Benefits
- In addition to the base salary, a component for target sales commissions alongside a comprehensive benefits package
- Sophos operates a remote-first working model, making remote work the primary option for most employees (some roles may necessitate hybrid)
- Employee-led diversity and inclusion networks that build community and provide education and advocacy
- Annual charity and fundraising initiatives and volunteer days for employees to support local communities
- Global employee sustainability initiatives to reduce our environmental footprint
- Global fitness and trivia competitions to keep our bodies and minds sharp
- Global wellbeing days for employees to relax and recharge
- Monthly wellbeing webinars and training to support employee health and wellbeing
Job title
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Degree requirement
No Education Requirement
Tech skills
Location requirements
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