Account Executive 4, Direct Sales
RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.
About the role
If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team.
Responsibilities
- Supports large, complex accounts
- Gains access and manages relationships with senior level leaders and executives
- Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
- Uses complementary solutions from other areas of the business as a competitive strategy
- Interfaces directly with customers to ensure satisfaction with our solutions
- Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
- Identifies appropriate products and services to meet the full range of customer needs
- Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs
- Seen as an expert in a given segment and/or channel
- Point of contact for escalated issues
- Models and may coach effective team behavior
- Skillfully negotiates with others to achieve desired results/meet customer needs
- May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm
Requirements
- Ability to work in a high-pressure environment
- Ability to work effectively with senior management
- Advanced knowledge of and skilled in contract interpretation, negotiations and project management
- Advanced knowledge of strategic planning
- Advanced knowledge of company products and services
- Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
- Hunter and farmer mentality
- High drive for independence and success
Qualifications
- 10+ years of related experience in a relationship selling role with a bachelor’s degree
- 5+ years of successful selling to Strategic/Major Accounts
- Experience with MEDDIC methodology
Pay
Pay Range (On-Target-Earnings): $280,000 - $350,000
Full-time, non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.
Benefits
- Flexible paid-time-off
- Health, disability, and life insurance
- 401(k) retirement plan with company matching contributions