Job Description: Account Executive (AE)
The AE, sales role, supports the vertically focused efforts within the Zaviant Sales Organization. The ideal client profile being an Enterprise environment such as Fortune 1000, Higher Education, Technology, Manufacturing and Retail.
In this role you will be responsible for prospecting new leads, supporting said leads through the sales cycle, developing opportunity canvasses, enlisting internal resources to support your success, documenting all activity in accordance with our Sales Methodology and CRM requirements, and ultimately closing sales opportunities. Success will be measured against our key performance indicators and quota fulfillment.
Responsibilities:
Drive pipeline generation and new business through independent prospecting efforts, networking events, vertical specific expo attendance, participation in and support of third-Party lead generation activities, fulfillment of individual campaign activity.
Documenting all sales activity to align with our Sales Methodology, steps therein and doing so in our CRM environment (HubSpot) inclusive of: Opportunity Canvas creation, process step registration and reporting, software demo scheduling and execution, proposal generation and securing executed sales agreements.
Learn and effectively communicate all aspects of Company history, historical performance, value proposition, referenceable accounts, and solution stack, to prepare for presentation.
Coordinate and collaborate with Engineering and Operational resources for pre-Sales alignment, opportunity review, pre-qualification, and support, to ensure a successful client on-boarding and to optimize internal resource utilization.
Once an opportunity has been closed, your role requires assisting with transitioning the account to our project implementation team, including orchestrating an Operations/Sales Kick-Off call, introduction to their respective Account Manager, cross sell, upsell and retention.
Post-sales, complete introduction to Account Management resources, assess and socialize achievement of desired outcomes contained in the Opportunity Canvas, initiate cross sell and upsell considerations as available, secure references.
Meet or exceed pipeline maintenance requirements, KPI targets, and bookings quotas.
Desired Skills:
Alignment with Zaviant’s core values:
- Entrepreneurial Spirit
- Pragmatic Subject Matter Expert
- Motivated, Self-Starter
- Continuous Improvement
Comfort with all forms of networking inclusive of event/expo experience, virtual engagements, and social media.
Required Qualifications:
Ability to travel to accommodate Expo/Event efforts, Partner meetings, Client engagements and other such prospecting efforts. Expectations being the physical attendance of 1 to 2 events per month and client appointments as needed.
5+ years of previous Security or Privacy sales experience specifically supporting and prospecting in the Enterprise space as defined above, operating in the C Suite within IT, Legal and Procurement groups.
Knowledge of, experience or working relationships with Privacy and GRC technology providers such as OneTrust.
Experience executing a defined sales methodology.
