About the role
Reporting to the VP, International, the Account Executive is responsible for exceeding quarterly and annual revenue goals to continue our explosive growth and will focus on expanding Cofense's market share across the UK and Ireland.
Essential Duties/Responsibilities
Exceed quarterly and annual revenue goals to continue our explosive growth.
Development and closure of opportunities for the Cofense solution, with a strong focus on Triage and Intelligence.
Build relationships with key decision-makers in information security departments across a variety of industries.
Prospect and build a self-sourced pipeline, with a particular focus on FTSE 350 accounts, to support quarterly and yearly targets, supplemented by BDR outbound activity, marketing-sourced leads from events, campaigns and webinars, and channel-initiated opportunities.
Present and demonstrate the value proposition of Cofense to your strategic opportunities using a consultative, needs-led sales approach.
Work closely with the Channel, given Cofense's exclusively two-tier fulfilment model in this region, to find, develop and close new opportunities.
Support and collaborate on channel and marketing-led initiatives across the territory.
Drive your opportunities using the Cofense team (Professional Services, PreSales, Inside Sales, Customer Experience, Management) to assure the success of the closing.
Apply consistent sales methodology and qualification discipline, using Sandler principles and the MEDDPICC framework.
Represent the company at industry events, with regular travel across the territory as required.
Share with the Cofense renewal team your expectations to assure customer satisfaction and renewal order on time.
Report accurately through SalesForce and Gong the pipeline development and commitment.
Notwithstanding any of your job duties and/or other requirements of your employment, you do not have any authority, and you are not being asked to, make any decisions on behalf of Cofense Inc. relating to negotiating, setting the price and terms of any proposal or sale of Cofense Inc.'s products and services to its customers or potential customers. All decisions relating to a proposal to sell or the sale of Cofense Inc.'s products and services shall be made solely by the management of Cofense Inc. located in the United States.
Other duties as assigned.
Knowledge, Skills and Abilities Required
Proven direct sales experience, with an understanding of and comfort working within an exclusively two-tier fulfilment model.
Demonstrable experience selling into FTSE 350 organisations.
Strong track record of self-sourced prospecting; candidates must be able to evidence this.
A consultative approach to sales, focused on understanding customer needs rather than product-led selling.
Sandler sales training to at least a basic level.
Strong working competence in the MEDDPICC qualification framework.
Ability to provide live and web-based solution demonstrations, often without sales engineering support.
Excellent negotiation, presentation and communication skills.
Capability to present the value proposition to a variety of audiences.
Demonstrated ability to forecast and manage information using SalesForce.com.
Extensive contacts in the information security and/or security operations fields.
Comfortable working alongside and supporting channel partners and marketing-led initiatives.
A self-starting mindset with the creativity to structure and close complex deals.
Ability to manage multiple high priority tasks to successful completion.
Ability to work in a fast-paced, geographically dispersed organisation.
Ability to travel as required across the UK and Ireland territory.
Language requirements: English to fluent business standard. A second European language is beneficial; Arabic is not required for this role.
Working knowledge of Salesforce.
Education and/or Experience
Bachelor's Degree preferred.
4-6 years successful field sales experience in sales of information security services and products.
Hands-on experience in providing information security services.
Hands-on experience in incident response and computer forensics preferred.
Hands-on experience with gateway mail filtering products preferred.
Experience as a presenter on information security topics at conferences and events preferred.
- Disclaimer-
Cofense is committed to equal employment opportunity. We will not discriminate against employees or applicants for employment on any legally recognized basis [protected class] including, but not limited to: veteran status, uniform service member status, race, color, religion, sex (including pregnancy), gender identity, sexual orientation, national origin, age, physical or mental disability, marital status, genetic information or any other status or characteristic protected by applicable national, federal, state or local laws and ordinances. We adhere to these commitments in all aspects of employment, including recruitment, hiring, training, compensation, promotion, benefits, and discipline.