What are the responsibilities and job description for the Enterprise Account Executive position at ESET?
Summary
Enterprise Account Executive role is required to be located within a major city within the define sales territory and focuses on new logo acquisition and large enterprise deal pursuit across key verticals.
Job description
You'll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform. This is a unique opportunity for a closer with a hunter mentality to win net new business and gain market share by actively displacing competing technologies.
FUNCTIONAL RESPONSIBILITIES AND DUTIES
Prospect, develop, and close new less complex enterprise customers for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices.
Engage in the entire sales cycle from lead generation to closing new deals, often involving cold calling, networking, and initial client engagement.
Frequently interact with potential customers, aiming to convert prospects into clients. Focuse on understanding the needs of new markets and customer segments.
Develop and execute territory & account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM
Attain quarterly and annual net new revenue goals and quota targets.
Pursue a "hunter strategy" focused on prospecting and landing of Net New enterprise accounts with (x000 seats).
Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives.
Manage large / global enterprise prospect and customer evaluations, proof of concepts, and any RFP / RFIs.
Solve complex business problems for our customers and ensure a positive prospect / customer experience, and make our ESET customers successful.
Provide detailed knowledge of ESET's product portfolio and develop the comfort working with VARs to generate new pipeline and opportunities.
Coordinate sales activities across multi-functional groups.
Coordinate with other sales team members to share best practices and insights. Share best practices and insights with other team members.
Collaborate with management to develop acquisition plan and strategy to deliverlong-term goals.
Suggest improvements in processes / systems to aling it with sales needs.
Train the other team members by providing coaching, developing and distributing playbooks, conduct trainings.
Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results.
Perform conceptual, systemic, creative and methodical activities.
Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.
REQUIREMENTS
Education :
University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.
Experience :
Years of work experience : 8
5 years of field sales experience, or equivalent quota-crushing role, in the software / technology sector; experience in cyber-security or SecOps preferred
7 years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Knowledge :
Can provide one-on-one coaching to BDMs, sharing insights and strategies for managing complex sales cycles and building relationships with enterprise prospects
Experience and knowledge of SaaS-based architectures, ideally in a cyber security and / or security context - awareness of EDR / XDR & MDR technology is preferred
Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
Language :
English - B2
Communication :
Very high language skills required : Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management.
High level of inter-personal relationship and excellent written and verbal communication skills
Managerial skills :
N / A
Personal characteristics :
Develop and distribute playbooks for BDM that outline effective strategies, scripts, and processes that have proven successful in enterprise account acquisition
Encourage a collaborative approach to selling, where the BDM works alongside other sales team members on high-stakes deals
Facilitate collaboration between the sales team and other departments (e.g., marketing, product development, customer support) to ensure a holistic approach to meeting client needs
Conduct training sessions focused on acquisition, advanced negotiation tactics, helping the team build stronger pipeline.
Teach the team how to map out the customer journey and identify key touchpoints where they can add value and influence the buying decision
Allow less experienced team members to shadow the BDM during client meetings and negotiations to observe best practices firsthand
Educate the team on the specific challenges and pain points of enterprise clients and how to effectively address them.
Win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
Willingness to be coached and the discipline to work a proven sales process from beginning to end.
Evidence of 'team sales' and the ability to use internal resources, partners, and team members to be successful.
An 'in the field' mentality leading you to meet customers & prospects face to face wherever possible.
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