Enterprise Account Executive - Northeast/NYC territory

Responsibilities

• Generates sales revenue for enterprise customer accounts
• Owns full sales lifecycle: defines and executes sales plans for assigned territory to meet and exceed quota through prospecting key decision makers, qualifying opportunities and managing relationships to close business
• Develops and manages sales pipeline to move many strategic transactions through the sales process; maintains an active, healthy pipeline of qualified leads to convert to sales opportunities
• Sets up and manages relationships with channel partners to successfully sell Black Kite solutions
• Generates revenue from and works closely with a network of Channel Partners to successfully sell Black Kite solutions
• Prepares activity and forecast reports as requested; participates in quarterly business reviews
• Identifies growth opportunities for future successful partnerships
• Creates sales plans, maintains detailed opportunity documentation in SFDC, delivers reports and provides relevant feedback from discussions with prospects to management
• Collaborates with Marketing and shares field knowledge to support the development of client content
• Drives new business in current and new markets
• Presents technical and business material to both small and large groups
• Works closely with cross-functional teams to ensure a successful sales process

Requirements

• Bachelor’s degree or relevant professional experience
• Minimum 6 years of sales experience selling data, analytical tools and SaaS products to security leaders (CIO, CISO) or risk management leaders (CRO, Head of TPRM)
• Demonstrated ability to work with and sell into C-Level decision makers, as well as possesses a proven track record of results with selling enterprise level data, analytical tools and/or software
• Excellent understanding of the sales process, and the ability to effectively partner across internal teams to close revenue generating opportunities
• Strong customer-facing and presentation skills with the ability to establish credibility with executives
• Proven track record of successfully building and nurturing multi-level client relationships
• Experienced presenter of technical and business material to both small and large groups
• A consultative seller: ability to identify customer pain points and solve with Black Kite’s value
• A strong network, both with end-users and Channel partners local to the region
• Strong organizational skills and strong technical acumen
• Consistently builds pipeline in region/territory to support the near/long term company goals/objectives
• Consistently achieves and/or exceeds assigned monthly, quarterly, annual sales quotas
• Proven track record for generating new business sales revenue within assigned region
• Proven ability to drive effective collaboration across internal teams to close business opportunities and create an amazing experience for customers