Account Executive (Security)

Responsibilities

• Engage in a consultative, relationship-driven sales process with the highest value customers within the Security vertical: from lead identification to networking to decision-makers and influencers, to pitching Ouster’s technology in a technically credible manner, to evaluation/pilot, integration, design win, and production.
• Serve as primary relationship holder with key account decision-makers and influencers - work with product management, customer success, software development, and field application engineering teams to manage existing customer relationships, including answering customer questions of technical or non-technical in nature to ensure successful sensor deployments.
• Lead deployment of Ouster’s Gemini-Detect security solutions for all of North America. Directly manage the full sales cycle from prospect creation, value proposition, negotiation, and deal closure, developing a methodology and sales strategy for the target market/vertical. Identify new customer requirements and communicate to product management and engineering teams.
• Gemini focus is on bringing in new global and regional systems integrator partners, expanding existing relationships, growing existing pilot programs, and being accountable for aggressive sales goals to help rapidly grow the business.
• Educate customers on how to best utilize their infrastructure deployments and subsequently demonstrate how Ouster’s solution can maximize their ROI.
• Cross-sell throughout existing customer relationships, leveraging successes on existing projects to find new ones within the same organization.
• Be highly responsive to customer needs and work cross-functionally internally to satisfy customers and grow relationships.
• Maintain internal reporting/forecasting for business operations and finance teams.

Qualifications

• Demonstrated success in a security and sales role finding and winning business with new customers, managing existing customers, and managing sales from prospect identification to close.
• Minimum five years in sales, sales engineering, or business development in the Security ecosystem (a track record of introducing tech innovations to security stakeholders is highly desired)
• Knowledge of and experience with security systems (Video Management Systems such as Genetec and Milestone, Access Control, and legacy detection modalities). The ideal candidate will identify gaps in the current organization and take steps to make Ouster compliant with necessary requirements in order to optimize product positioning.
• Ability to navigate complex sales processes, including working with system integrators, technology partners, and end-customers on security applications.
• Techically Proficient: Motivated to learn more about company technology and products at more than a surface level. Becomes a technical expert on any relevant area needed, and able to proficiently describe technical concepts to external parties. Technical training/education is not required, but insatiable curiosity is.
• Curious/Analytical: Able to be the customer. Understand how they think, what they want and why.
• Resourceful/Scrappy: Creative about ways to get the job done efficiently.
• Hungry/Results Oriented: Hard worker, highly motivated to learn, execute, deliver and be accountable for results.
• Organized/Diligent: Follow up regularly and maintain momentum with counterparties. Equip yourself with all required documents, tools, and methods to move the audience.
• Polished/Relatable: Manage conversations and meetings with external parties smoothly, charismatically, and with gravitas. Endeavor to avoid jargon wherever possible. Get along / resonate well with everyone from VPs to entry level analysts.
• Self-aware/Humble: Enjoy constructive feedback (+’s and deltas), and proactively identify opportunities for self-improvement.
• Dedicated to data integrity. Skilled in CRM systems and prospecting tools such as Sales Navigator, Zoominfo, Groove
• Bachelor’s Degree required. MBA or degree in Engineering is a plus.
• Ability to travel, if needed

Pay

The base pay will be dependent on your skills, work experience, location, and qualifications. This role may also be eligible for equity & benefits. ($88,000 - $160,000)