Enterprise Software Sales (Cyber Risk)

LaBine & Associates - Chicago, IL

Responsibilities Objectives

  • Within the first 45 days you will obtain basic product knowledge by taking the Foundations of Risk Management training and passing the exam; sitting in on a minimum of five customer demos/meetings and train yourself to deliver the pitch deck and demo the platform to a group of peers and managers who will provide their collective approval that you’re ready to meet with a customer/prospect.

  • You will also begin working on your territory plan, organizing target accounts and reaching out to warm contacts in your network. You’ll be expected to set up at least two meetings from your network in the first 60 days.

  • Second 30 days: Consistently meet or exceed quarterly and annual sales targets;

Ability to manage sales opportunities from prospect to closure;

Subject matter expertise in the cybersecurity and ability to quickly become proficient in our product/solution set and positioning them in the market;

Achieve FAIR certification within first 45 days;

  • Take two-day FAIR training and pass the certification exam

  • Finalize your territory plan, organizing accounts in order of priority and researching lists of relevant buyer personas within top target accounts.

     

  • Conduct value-based business presentations and product demonstrations;

  • Leveraging CRM system and other technologies to manage opportunities, pipeline and revenue forecast;

  • Strong discovery, objection handling, appropriate ability to challenge customers in a solution selling approach;

  • Travel as needed and ability to represent company at events, as needed;

  • Other duties as assigned.

Skills and Experience

  • Proven track record of exceeding quarterly and annual revenue targets in a complex, multi-stakeholder, enterprise sale;

  • Experience in early-stage, rapid growth environment;

  • 2-4 years’ experience in the cybersecurity industry the banking and financial services industry with referenceable customers in F1000 companies;

  • Bachelor’s degree with strong academic credentials, technical degree preferred;

  • 3-5 years in a successful B2B enterprise software-as-a-service sales role;

  • Strong cybersecurity knowledge and analytical skills or aptitude;

  • Critical and structured thinking skills that will allow for problem decomposition and solution setting;

  • Excellent communication and presentation skills. This role requires the ability to understand and articulate the value proposing and technical advantages of company products and services;

  • Experience in early-stage, rapid growth environment;

  • Ability to manage sales opportunities from prospect to closure;

  • Experience and existing referenceable executive-level customers in the banking and financial services industry;

  • Subject matter expertise in the cyber security space and ability to quickly become proficient in our product/solution set and positioning them in the market;

  • Conduct value-based business presentations and product demonstrations;

  • Diligent in leveraging CRM systems to manage opportunities, pipeline and revenue forecast;

  • Bias toward immediate action and results;

  • Strong discovery, objection handling, appropriate ability to challenge customers in a solution selling approach;

  • Travel as needed and ability to represent company at events, as needed;

This position is based remotely, in the United States. We offer competitive salaries and benefits, an unlimited vacation policy, a high energy environment, and lots of room for personal and professional growth.

 



Posted On: Friday, October 18, 2019



Position Contact
Laura LaBine
Chief Talent Officer
(650) 393-3161
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