Account Executive

About the role

Become a vital member of a dynamic sales team dedicated to driving growth and enhancing customer experiences through the adoption of Zero Trust Segmentation. In this role, you will be responsible for direct sales to targeted accounts, focusing on generating new business opportunities and leading a virtual team to achieve success. Your efforts will play a crucial role in helping organizations mitigate cyber threats using Illumio's innovative AI Security Graph platform.

Key facts

What you'll do

• Act as the main sales representative, actively seeking and identifying new sales opportunities within assigned accounts.
• Create and execute a strategic territory plan aimed at engaging target accounts and expanding existing relationships.
• Work closely with Business Development Representatives to connect with potential customers and drive initial engagement.
• Lead a virtual team composed of Illumio staff and external partners to secure new business and effectively manage current accounts.
• Provide accurate forecasts of business objectives for both clients and Illumio, ensuring alignment with overall sales goals.
• Identify and cultivate relationships with resellers, system integrators, and other partners to enhance collaborative sales initiatives.
• Focus on selling to named accounts, ensuring a tailored approach to meet their specific needs.
• Utilize data-driven insights to inform sales strategies and improve customer engagement.
• Participate in regular training and development sessions to stay updated on product offerings and industry trends.
• Prepare and deliver compelling presentations to stakeholders, showcasing the value of Illumio's solutions.
• Negotiate contracts and close deals, ensuring a smooth transition for clients post-sale.
• Maintain a robust pipeline of opportunities and provide regular updates to management on progress and challenges.

Requirements

• A minimum of 5 years of experience in full-cycle sales, demonstrating a comprehensive understanding of the sales process.
• Proven track record of taking ownership of sales opportunities and successfully advancing them through the sales funnel.
• Consistent history of meeting or exceeding sales quotas, showcasing your ability to drive results.
• Experience engaging with C-suite executives across various sectors, demonstrating strong communication and persuasion skills.
• Familiarity with selling subscription-based models and multi-year contracts, highlighting your adaptability in different sales environments.
• Strong grasp of the "land and expand" sales strategy, with the ability to identify growth opportunities within existing accounts.
• Background in selling security and cloud software solutions, providing a solid foundation for understanding client needs in these areas.

Nice to have

• Experience in a fast-paced startup environment, showcasing your ability to thrive under pressure and adapt to changing circumstances.
• Familiarity with AI-driven security solutions, enhancing your ability to articulate the benefits of Illumio's offerings.
• Previous experience working with remote teams, demonstrating your capability to lead and collaborate effectively in a virtual setting.
• Knowledge of the cybersecurity landscape, allowing you to engage in informed discussions with clients about their security challenges.

Skills & tools

• Proficiency in sales forecasting and territory planning to optimize account management and sales strategies.
• Strong relationship-building skills, essential for establishing trust and rapport with clients and partners.
• Experience in leading virtual teams, ensuring effective collaboration and communication across dispersed team members.
• Familiarity with CRM software and sales analytics tools to track performance and manage customer interactions effectively.

Practical notes

• This position is fully remote, allowing for flexibility in your work environment while still providing the opportunity to make a significant impact on the company's growth and customer success.
• Candidates should be prepared to engage in a fast-paced, results-oriented environment where innovation and collaboration are highly valued.
• The role offers competitive compensation, including a base salary, equity, and commission, reflecting the importance of your contributions to the organization.
• As part of the Illumio team, you will have access to ongoing professional development opportunities to enhance your skills and advance your career.