Account Executive, META

Reporting to the VP Sales International, the Account Executive is responsible for New Business Sales (New Logo & Expansion Sales) in Middle East, Turkey & Africa (META) Region

Essential Duties/Responsibilities

• Exceed quarterly and annual revenue goals.
• Build relationships with key decision-makers in information security departments and IT across a variety of industries.
• Sales at CIO / CISO / and Head of SOC level.
• Self-starter with ability to clearly articulate a message, generate interest, create meetings, and manage associated pipeline.
• Develop, and continuously manage, a GoToMarket Strategy which focuses on Target Countries, Partners and a list of Top 100 Prospect Accounts, which match the Cofense ICP (Ideal Client Profile).
• Manage existing META Regional Customers, to both identify Expansion Sales Opportunities and to support the Renewals Team in retaining clients.
• All Pipeline Development and Opportunity Management must be recorded in SFDC, on a minimum of a weekly basis.
• All activities must be recorded in Gong including, but not limited to, prospecting calls and online meetings.
• Demonstrable track record of closing Enterprise opportunities from $200k to $1m.
• The position is pure New Business focused (Net New Logo & Expansion).
• The position will require regular travel, as well as the ability to represent our company at events.
• Ability to travel up to 40%.
• Other duties as assigned.

• Motivated and tenacious individual ready to take a proven technical solution and managed service to market.
• Experience of Value Based Selling, with an ability to calculate and present ROI Calculations.
• Ability to work a direct touch sales campaign with end user, partner, or system integrator whilst maintaining control and access to end user.
• Expertise in managing sales opportunities from prospecting to closure.
• Excellent negotiation, presentation and communication skills.
• Capability to present technical information to a variety of audiences.
• Demonstrated ability to forecast and manage information using SalesForce.com.
• Ability to manage and cultivate an extensive list of contacts in the information security field.
• Ability to manage multiple high priority tasks to successful completion.
• Ability to work in a fast paced, geographically dispersed organization.

• Bachelor of Arts or Science degree preferred
• Experience in working for software startups
• 5 years + successful experience in external sales of information security services or products
• Hands-on experience in providing information security services
• Experience as a presenter on information security topics at conferences and events preferred.
• Knowledge of the sales training and methodologies needed to manage a complex sales cycle to conclusion (preferably MEDDPIC)