Corellium is looking for a highly driven Account Executive with deep experience in the US and/or FVEY intelligence community to help us drive new sales of our federal solutions and expand our existing government accounts. To be successful in this role, you will need a strong technical background in the cybersecurity space, and preference will be given to candidates with experience in a technical role, such as a sales engineer, customer success engineer, product manager, or vulnerability researcher. You should have a thorough understanding of federal procurement processes, and you should have existing relationships in the intelligence community that you can leverage. You will also need to be a strong self-starter — this role will require you to be relentlessly proactive, agile, and motivated to win.
Consideration will also be given to individuals with the right technical expertise and program management skills who are looking to transition into a sales role.
If you are an Account Executive accustomed to traditional methods such as paperwork management, social engagements, and heavy reliance on sales engineers for inquiries, this role is not for you. Similarly, if your background is primarily in selling IT products to the Department of Defense, this may not be a suitable role for you.
Responsibilities
- Lead customers through the sales journey, adeptly negotiating product sales, and navigating the procurement process to successfully close government business.
- Acquire an in-depth understanding of our technology and suite of federal solutions, enabling you to effectively demonstrate the product value, address basic technical inquiries, and comprehend customers’ use cases.
- Develop a deep understanding of our customers’ current and future product needs.
- Identify and proactively prospect for new target accounts. Identify key decision-makers and cultivate relationships at all levels within government agencies.
- Develop and execute an action plan for each target account.
- Follow up on warm leads to explore their needs, and deeply understand how our solutions can address those needs, rather than simply presenting the technology to them.
- Define customer solution structure and right product fit.
- Maintain strong relationships with each of your assigned accounts.
- Execute effective outreach campaigns via email and phone, showcasing persuasive communication skills.
- Demonstrate diligence in maintaining accurate and organized CRM records
- Provide accurate sales forecasts and regular updates on sales pipeline activity.
- Stay informed about industry trends, competitive landscape, and government regulations affecting cybersecurity solutions.
Requirements
- Must have deep experience in Classified and Intelligence Communities.
- Must have experience with technical sales, preferably in the security/developer landscape.
- Strong understanding of the federal government customer buying processes, purchasing processes, and contract vehicles
- Understanding of Vulnerability Research for mobile devices is a plus
- Proven track record for negotiating and closing large government deals
- Self-motivated as a remote worker to effectively manage time and to achieve performance goals.
- Familiarity with CRM tools.
- Bachelor's degree in engineering or computer science preferred.
Salary and Benefits
- Full-time role with competitive salary.
- 50% base and 50% variable compensation based on quota achievement.
- Unlimited paid time off and sick days.
- Health care benefits (location of employment dependent).
- Working from home with little business travel.
