The Account Executive will: • Identify and drive targeted prospecting activities for accounts in key industry verticals • Identify qualified opportunities and build a diverse sales pipeline with direct customers • Manage pipeline activities including driving deals through presentations, demos and POCs; exhibit consistent deal progression to closure • Will sell to companies that are $3 billion+ in revenue • Identify deal stakeholders, understand budgets, procurement timeline and requirements • Develop and manage quotes and proposals, contracts and price negotiations • Drive deals to closure, meeting sales quota objectives • Provide regular sales updates, including metrics for meetings, opportunities, POCs and deal closure to executive management • Identify key stakeholders and understand their business needs and be able to articulate how we can solve problems for these stakeholders • Develop and construct business relationships with strategic Value-Added Resellers (VARs) in the market that align their product portfolio to the company offering • Work with staff to analyze target prospects and effectively prioritize and plan best approach to various industry verticals and market segments • Gathering competitive intelligence and knowledge related to industry trends, share insights with market, product management and executive management Candidate Profile: Education & Certification / License Credentials: • Bachelor's degree is required • Proven experience in cybersecurity and information technology software sales Functional Competencies Skills, Knowledge & Experience: • Several years of experience in sales or business development required • A proven track record of building pipeline and closing business deals is required • Industry background and connections in the Energy, Pharmaceutical, R&D / High Tech, Transportation, Communications and Manufacturing is preferred. • Experience selling cybersecurity software solutions to mid-market and enterprise clients strongly preferred • Conceptual understanding of technical security solutions and models desired • Conceptual understanding of OT network environments preferred • Experience with the use of Salesforce, Gmail, MS Office and Web Conferencing products required • Meticulous attention to detail and strong follow-up skills are required • True blend of relationship building with Channel VARs and hunter mentality for direct sales is a must • Strong understanding of the pursuit and acquisition of cybersecurity business • Ability to work creatively and independently, with minimal supervision • Strong ability to qualify opportunities • Ability to communicate both business and technical level concepts to different core audiences • Ability to read, analyze, and interpret business periodicals, professional journals or technical procedures, white papers and case studies • Excellent written, verbal and presentation skills Leadership, Management & Behavioral Competencies: • Ability to take the vision of the company and establish a sales strategy, objectives and action plan for the local market • Ability to resourcefully and effectively execute and deliver on goals and action plans • Sense of urgency to address issues right away, deal with problems, finish initiatives • Ability to build relationships, collaborate and partner with clients to obtain confidence and trust • Organized and creative with a focus on the growth of this venture • Ability to adapt sales methods and tactics to various on the ground customer and market conditions Personal Characteristics / Considerations: • Strategic thinker and resourceful individual who can think out of the box and improvise to meet the demands of changing conditions • Projects high energy • Directs his/her own work • Enjoys complexity and nuance • Collaborative; communicates and interacts with transparency • Optimistic, engaging personality • Exceptional analytical and reporting skills • Has patience and perseverance • Has can do attitude • Commitment to high ethics