Account Executive is responsible to meet the assigned quota by selling to new and existing customers in the assigned territory. AE manages the full sales cycle of all deals in his/her region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self- generated leads, negotiating terms and prices, and closing deals. ResponsibilitiesPenetration of specified geographical region to identify and drive Identity Security and other information security driven challenges Drive Identity Security business from new and existing targets in the territory Consistently meeting quarterly and annual targetsTargeting and penetrating at the CxO level, auditor and practitioner/IT level of these organizations Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations Generate leads by scheduling and presenting in local seminars Follow up on incoming leads, schedule and present in remote or onsite meetings Demonstrate the product’s capabilities, present the architecture and answer any technical questions Work and recruit with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events Follow up continuously on all potential sales processes to advance them towards closing Negotiate terms/pricing and close deals Perform weekly meetings with Renewals Manager, Regional Director and Professional Services Manager to assess the status of all existing accounts and to expedite the rollout and up-sale/cross-sale processes Schedule remote or onsite product evaluations performed by the territory Sales Eng. 20%-30% Travel#LI-FH1
