Description
Exabeam is a leader in intelligence and automation that powers security operations for the world's smartest companies. As a global cybersecurity innovator, Exabeam provides industry-proven, security-focused, and flexible solutions for faster, more accurate threat detection, investigation, and response (TDIR). Learn more at www.exabeam.com .
As a Territory Account Executive at Exabeam you will have the opportunity to sell an award-winning, comprehensive threat lifecycle management solution that solves the most critical issues faced by enterprise IT environments. Our solution is both tactical and strategic. This gives us the upper hand over the competition by solving more problems while consolidating tools and saving money. The platform and the support we provide have earned us high win rates versus key competitors. If your ultimate objective is to build a sustainable ecosystem of customers utilizing a critical solution, then you should pursue this opportunity.
Responsibilities
- Manage the sales cycle from qualified lead to customer for the large enterprise market
- Identify key accounts, critical contacts within the accounts, the incumbent technology, and the partner with the strongest relationship
- Define the core 4 key areas on all qualification calls (Competition, Budget, Timelines, Decision Making process)
- Leverage the Exabeam channel community as a prospecting mechanism
- Identify current objections (price, product, competition, political factors) upfront in the process
- Breakdown a procurement cycle from start to finish step by step
- Utilize all systems available to identify contacts, forecasting, pipeline management, and leverage reports to drive business, create quotes
Requirements
- 3+ years of direct and channel software selling experience
- Deep experience building relationships at the executive level with a track record of closing deals in excess of six and seven figures
- Pipeline development methodology that's proven successful
- Detailed understanding of forecasting accuracy
- Exceptional management, interpersonal, written, and presentation skills
- Ability to thrive in a fast-paced, high growth, rapidly changing environment that requires urgency to exploit opportunities
- Comfortable use of CRM systems such as Salesforce
- This is a remote opportunity with up to 50% travel
Here's an overview of the responsibilities & challenges ahead:
- Prospecting into 200+ million in revenue accounts while managing an efficient sales process.
- Negotiate favorable pricing and business terms with large commercial enterprises by selling value and ROI.
- Work effectively with our established and prospective channel partners.
- Collaboratively leverage all internal resources including product management, customer care, sales engineering, Exabeam Labs, and partner services.
- Utilize our sales methodology and processes.
- Manage existing customer expectations while expanding reach and depth into the assigned territory.
- Participates in industry events by attending trade shows/association programs.
Exabeam Total Rewards offers you: (US ONLY)
(Subject to applicate eligibility requirements)
- Extensive medical, dental and vision coverage to meet your healthcare needs and employer Health Savings Account contribution to help pay for health expenses now or in the future
- Generous 401(k) employer match to help you save for your future
- Paid Time off including "take what you need" flex time, volunteer day of service, your birthday, parental leave, holidays and more
- Widespread learning center for career planning and skill development to grow your career
- A culture of passionate, diverse, committed professionals
The annual starting salary for this position is between $135,000 - $150,000 annually
plus commission
, depending on experience and other qualifications of the successful candidate.
Bring your Whole Self to Work!
Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
Exabeam is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.
Exabeam and LogRhythm have merged. You can learn more about our cybersecurity powerhouse here .
