[Hiring] Account Executive @Cofense

Role Description

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.

• 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.

Qualifications

• 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.

Requirements

• 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).

Company Description

Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.