The ideal candidate has a proven history of exceeding sales targets, acquiring new customers, expanding existing accounts, and successfully navigating complex enterprise sales cycles. You will work closely with customers, Account Managers, Sales Engineers, Inside Sales, partners, Marketing, Product, Customer Success, and other teams to develop and close opportunities.You will be expected to understand your territory as a business: where the opportunities are, where the risks are, which customers and partners matter most, what competitive threats exist, and what actions are required to deliver the number.Territory Ownership & Business Planning: Define and execute a territory business plan that identifies target accounts, whitespace, partners, competitive opportunities, pipeline requirements, and specific actions required to achieve quarterly and annual sales targets.Revenue & Target Achievement: Consistently achieve and exceed quarterly and annual sales targets while maintaining the pipeline coverage necessary to support future growth.New Customer Acquisition: Proactively identify, develop, and acquire new corporate accounts through direct prospecting, partner engagement, campaigns, events, and collaboration with the broader sales organization.Account Expansion: Identify opportunities to expand Workspace Security adoption within existing customers by understanding their security environment, business priorities, technology strategy, and current security challenges.Complex Opportunity Leadership: Provide sales leadership on large and sophisticated opportunities, bringing together the right technical, executive, partner, product, legal, and commercial resources to move opportunities forward and close business.Customer Relationship Management: Develop strong relationships across multiple levels of the customer organization, including technical teams, security leadership, procurement, business stakeholders, and executive decision-makers.Solution Selling: Present the Workspace Security value proposition and clearly connect our capabilities to customer challenges, security requirements, business outcomes, and competitive differentiation.Contract & Tender Negotiations: Lead commercial discussions, contracts, tenders, procurement processes, and negotiations while balancing customer requirements with the needs of the business.Partner Collaboration: Work closely with resellers, distributors, MSPs, technology partners, and other channel relationships to generate pipeline, develop joint opportunities, and close business.Sales Collaboration: Partner with Account Managers, Sales Engineers, Inside Sales Representatives, Customer Success, Marketing, Product, and other teams to develop opportunities and accelerate sales cycles.Pipeline & Forecast Management: Maintain accurate pipeline, forecasting, opportunity stages, next steps, CRM data, and deal strategy, providing leadership with clear visibility into the business.Competitive Intelligence: Maintain a strong understanding of competitors, market trends, customer requirements, and emerging security challenges and use that knowledge to strengthen our position in customer engagements.Market Development: Support regional campaigns, customer events, partner programs, executive engagements, and marketing activities that increase awareness and generate new opportunities.Customer Ownership: Take responsibility for customer issues and requests throughout the sales process, working across organizational boundaries when necessary rather than simply handing problems to another team.
