Pindrop · 1 day ago

Strategic Account Executive

United States

Full-time

Remote

Senior Level, Lead/Staff

8+ years exp

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Cyber SecurityFraud Detection

Comp. & Benefits

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Responsibilities

Meeting or exceeding assigned sales quotas and objectives

Generate and grow new license revenue in assigned accounts and territory

Manage existing relationships and grow them

Utilize solution-selling and value-added, ROI-driven methodologies to sell enterprise fraud risk and authentication solutions

Develop and maintain sales plans and strategies to deliver annual sales targets

Formulating and executing strategic and tactical plans

Execute each sales activity in accordance with Pindrop’s sales process which includes opportunity identification and qualification, solution proof of concept, development of business case and ROI, pricing and license development, negotiation, and contract signing process

Working with Pindrop sales engineers and analytical teams to oversee proof of concepts and construct results presentations

Disciplined and accurate forecasting and reporting of opportunities and all sales activities within Salesforce

Acquire and integrate industry and market knowledge related to the competitive landscape, emerging fraud risk trends, and technologies in order to successfully sell

Ability to present the full solution and conduct product demonstrations to customers

Qualification

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Strategic SalesBusiness DevelopmentAccount ManagementComplex Contract ManagementSalesforceSolution SellingSelf-ProspectingTechnical AcumenExceptional CommunicationProduct DemonstrationsExecutive Level InfluenceCross-Functional Collaboration

Required

8+ years experience in strategic sales

Proven record of successful selling, business development, executive level influence, negotiation, and exceptional communication and presence

Success closing license sales deals of 7 figures or more and experience with Complex contract management

Extensive experience in Account Management, growing existing business, and nurturing relationships

Experience selling a complex product to executive buyers

Ability to qualify a prospects need and/or challenge that can be solved by implementing our product given their budget, timeline, and authority

Must be able to self-prospect to build qualified pipeline and also work collaboratively with a BDR

Strong acumen in technology and ability to articulate solution value proposition

Ability to manage multiple opportunities to meet deadlines, setting direction for and ensuring the success of all sales and customer interactions

Ability to work closely and cross functionally with engineering, marketing and product management as well as experience working with partners and alliances, and other internal stakeholders

Must possess the appropriate level of math and analytical skill required to construct a financial business case