Account Executive - Cyber

This disruptive SaaS company has developed an intelligent platform using cutting edge AI-technology. It streamlines and automates laborious manual tasks, connects siloed teams and provides insights through powerful advanced analytics that helps companies accelerate robust cyber risk and compliance programs and mature their cyber security capabilities.
  
About the Role
Reporting to the Chief Revenue Officer, this individual contributor position will be mandated with targeting and winning new logos in an assigned territory covering VIC, SA, WA and NZ.
  
The Account Executive will lead efforts to sell to mid-market and enterprise customers via resellers & system integrators in collaboration with the Channel management team.
  
Responsibilities include:

• Strategically develop a territory plan for a targeted list of accounts leveraging best-in-class sales technology for outbound lead generation.
• Generating new business pipeline through inbound lead follow-up and cold prospecting through partner collaboration, social communication, email, and phone calls.
• Taking a potential customer through the full lifecycle of an opportunity including qualification/ discovery, initial demo, deep dive demos (in partnership with a Pre-Sales Consultant), building relationships within an organization, proposal, negotiation and close.
• Working with the Channel team to identify and collaborate with the right partners to manage the deal processes
• Manage your pipeline in HubSpot with accurate updates and provide timely and accurate monthly and quarterly forecasts.  

Requirements include:

• 5+ years of SaaS new business sales experience, preferably selling to “C” level Cyber decision makers, such as the CIO, CISO or Head of Information Security
• Previous experience working for a Cyber vendor
• Familiarity working with channel partners to re-sell software
• Experience with a recognized sales methodology such as SPICED, MEDDPIC, Challenger etc.
• Reputation for success in a consultative sales environment and proven customer-centric approach.
• Strong technical aptitude & computer skills – including HubSpot, LinkedIn, Word, Excel & PowerPoint
• Experienced with independently running qualification calls and delivering your own initial demos
• Strong negotiation skills to work with a customer from the initial call to close
• Strong work ethic, can-do attitude and ability to work cross-functionally within the organization.
• Good time management skills to be focused and effective working remotely.

Certus Recruitment Australia is a specialist provider of sales, marketing, and IT recruitment services to the business community. Part of the Certus Recruitment Group, we operate throughout Australia, the UK, Europe, and North America.