Federal – Enterprise Account Executive

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, organizations have trusted us to provide a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions managed in a single dashboard.

About the role

The Enterprise Account Executive for the Federal group will drive sales and incremental bookings of Skyhigh Security’s complex suite of products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. You will develop direct sales opportunities, evaluate customer requirements, and create tailored solutions that lead to new bookings.

Responsibilities

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts to achieve quarterly sales quotas.
• Manage the sales process and leverage internal technical resources as needed to meet customer requirements.
• Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.
• Work closely with customers to drive POCs and POVs.
• Upsell and cross-sell Skyhigh Security products and solutions based on customer needs.
• Generate demand with channel partners, resellers, and end-user customers to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within an account, including CISO, key stakeholders, and board level.
• Develop account and opportunity plans to improve account strategy.
• Maintain customer satisfaction.
• Develop relationships with channel and service partners to create strategic opportunities.

Requirements

• 7+ years experience in a quota-carrying role targeting the US Public Sector/Federal, selling Security products with deep relationships with CISOs and customer stakeholders.
• Experience generating direct sales opportunities; strong prospecting skills, ability to build sales pipeline, and a strong track record of achieving quarterly sales quotas.
• Ability to manage the sales process and negotiate contracts.
• Deep knowledge of customer requirements and security challenges.
• Strong business acumen and ability to build C-level relationships; must interpret and execute opportunities within complex organizations.
• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle.
• Strong relationships with channel partners and system integrators.
• Excellent presentation skills.
• Working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years experience with Salesforce and Clari.
• Security clearance preferred.
• Maturity, confidence, patience, perseverance, interpersonal skills, and commercial awareness.

Skills

• Cyber Security
• Account Management
• Consultative Selling
• Business Planning
• Communication
• Negotiation
• Product Knowledge
• Forecasting

Benefits

• Retirement Plans
• Medical, Dental, and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

We embrace a hybrid work model, creating flexibility and freedom in your work environment. From our employee recognition program to our ‘Blast Talks’ learning series and team celebrations, we strive to be an interactive and engaging place where you can be your authentic self.