Job Description

Roles/Responsibilities


Deliver the revenue target for your assigned territory Build sufficient pipeline coverage to support your revenue target (3-4x)
o Drive revenue growth by establishing new logos, as well as upselling and cross-selling to existing customers


o Key Accounts
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Develop and execute account plans for your key customers and prospects
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Build relationships with economic buyers and senior influencers in your key accounts
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Create demand and/or identify major projects within the largest accounts


Territory ?

Develop and lead sales campaigns, plans and strategies within your broader assigned territory
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Identify and develop new opportunities across the territory.


Teaming and collaboration


Effectively leverage all available resources, in a qualified manner Be accountable for driving success across all aspects of your territory Provide leadership and direction to your peers (product group, engineering, marketing etc) in relation to your territory Facilitate executive relationships within your key accounts and partners to assist in driving pipeline and revenue Team with authorized channel partners on sales opportunities leveraging their capabilities where appropriate Partner closely with technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and exchanges
Qualifications


Willing and able to travel regularly Must be able to demonstrate MEDDPICC and Salesforce proficiency 5-10 years direct touch and channel sales experience A strong network of relevant executive and senior influencer relationships within key customers, SIs and resellers Experience selling complex software-based solutions such as ITSM, SIEM, IT Infra, Endpoint Mgmt, Network Security or ITIL Able to build and execute account plan for Large, complex deal management Experience in applying solution-selling methodologies to maximize corporate revenue growth * Excellent interpersonal, communication and presentation skills