Federal - Enterprise Account Executive

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieves 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 our channel and service partners to create strategic opportunities

• 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
• must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas
• Ability to manage the sales process and negotiate contracts
• Deep knowledge of the customer’s requirements and security challenges
• Strong business acumen and ability to build C-level relationships
• 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
• Must possess excellent presentation skills
• Requires 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, commercial awareness

Security clearance preferred

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