Commercial Account Executive (TOLA Region)

• Meet and exceed quarterly sales revenue goals within specified territory
• Drive products/use cases to existing customers and targeted new customers
• Build a solid operating cadence and focus around building pipeline, having Opportunity Plans, developing Mutual Action Plans (MAPs) and leveraging MEDDIC/MEDDPICC as a sales methodology
• Delivery a territory management plan that outlines within a specific territory, coverage plan, target prospects, customer footprint and partner coverage
• Apply value-based solution selling techniques and develop a culture of consultative sales
• Leverage our successful playbooks and enhance particular focus area
• Generate, develop and manage a pipeline of opportunities sufficient to consistently meet and exceed quarterly quota objectives
• Responsible for managing all aspects of the sales process on defined opportunities including ongoing qualification, demonstration, evaluation, close and implementation. Successfully manage and overcome prospect objections
• Follow up on all assigned leads to drive sales opportunities in a timely manner.
• Update opportunity status in SFDC to ensure accurate forecasting and deal history, for tracking and management reporting.
• Maintain complete and accurate records of all sales activity throughout the sales cycle in Salesforce.com.
• Gain and maintain product and competitive knowledge utilizing Exabeam resources including, but not limited to organized training, lunch and learns, internal technical contacts and management team.

• Proven track record of success in sales capacity, including over-achievement of sales revenue goals, accurate pipeline and forecasting management, excellent account management skills, and pipeline development.
• Experience successfully selling into a complex, competitive marketplace.
• Exemplary communication skills, coaching skills, and demonstrated good business judgment are required.
• A self-starter with a track record of successful experience selling to multiple executive levels within an organization.
• Ability to work with a high-energy sales team
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Proficient with standard corporate productivity tools (salesforce.com, MS Office)

Education and Experience:

• Bachelor’s degree in business or related area preferred.
• 2-4 years carrying revenue quota and full sales cycle ownership.
• Experience selling security, SaaS or software preferred.

• 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