Security Sales Executive, Public Sector

SENIOR SALES EXECUTIVE, PUBLIC SECTOR NORTH AMERICA

Identity Management, SaaS

Our security client is looking for a Sales Executive to lead their Public Sector business in North America.  The Sales Executive will be responsible for all Public Sector business for the State & Local, Ports and Airports in the US and Canada.  Primary focus will be placed on the identification of new opportunities within new and existing customers.  C-Level relationship building and selling is critical.

**The preferred location is the Bay area, however, consideration will be given to other geographies for candidates who are selling related security technologies (specifically identity management and SaaS) into the Public Sector.

Responsibilities:

• Identify, establish, and maintain sales relationships with major end-user accounts


• Target State and Major metropolitan area accounts to generate new sales revenue


• Develop and execute sales strategies to secure a competitive advantage within target accounts


• Assume overall revenue responsibilities for assigned territories and accounts providing the leadership and skill set to identify and leverage new business opportunities to meet and exceed revenue and profit targets


• Generate Sales Plan for target and named accounts and accurately and consistently document account activity, forecasts, and related information


• Work with Channel Sales Manager to drive local/smaller opportunities

Requirements:

• Minimum of 8 years of successful software sales experience in security.  PKI, identity management and SaaS are strongly preferred (must have's if geography is not Bay area.  Please see above)


• Public Sector sales experience with relationships to leverage


• History of successfully developing and growing a territory through hunting for new business, negotiating and closing deals


• Proven history of exceeding objectives through strategic solution selling


• Understanding of the details and issues surrounding licensing software – experience in SaaS models is strongly preferred


• Ability to build strong and continuous partnerships


• Experience in selling/evangelizing new technology


• Ability to sell at all levels in major accounts


• Ability to articulate customer feedback for future product development


• Excellent communication, presentation, interpersonal and negotiation skills


• Proven background in creative problem solving and contract negotiations


• Excellent closing skills


• Ability to travel


• Technical acumen and a working knowledge of the security software market


• Outstanding sales skills with an in-depth understanding of the customer decision making process


• BS Degree or higher

Compensation: $95-105K base, $190-210K OTE, plus equity