Sales Executive - Aviation

About the role:
We are seeking an Account Executive to sell our Identity Security Solution. To excel in this position, you will need to be a skilled communicator adept at analyzing prospect needs during first engagements and discovery calls to qualify opportunities. You must demonstrate a high level of proficiency in understanding and presenting the value of our solutions compared to competitors like Microsoft, Okta, and Saviynt. Your goal will be to provide a superior customer experience from the initial call and leverage your skills to competitively position our solutions along with the broader value proposition, including partner services.

You will lead a virtual team comprising partner resources, presales, partner managers, deal desk, professional services, the BVA team, and customer success. Collaboration is key; you will not operate independently, but will work as part of a team, taking initiative to prepare for calls and determining who should engage and when.

Creating a territory or opportunity plan is essential, as well as working closely with the leadership team to refine your ideas and enhance the effectiveness of your sales strategy.

Responsibilities:

• Exceed revenue quota goals on a quarterly and yearly basis.
• Effectively address each customer’s and partner’s unique inquiries by providing accurate information and tailored solutions that align with their specific needs and interests.
• Develop business plans aligned with your assigned territory.
• Strategically engage with customers and business partners to maintain high customer service standards that align with our core values.
• Collaborate with marketing to develop and execute marketing plans through/with partners and end-users.
• Pursue all leads supplied and ensure internal systems are updated.
• Lead the appropriate technical resources to demonstrate our advantages to the customer.
• Follow up with customers and partner with the post-sale team to ensure consistent coverage of accounts, including new sales opportunities.
• Own and oversee all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations, and the closing process.
• Foster a deep understanding of the territory, including customers, prospects, partners, influencers, and competitors.
• Understand and communicate all product and technological strategies employed by competitive and complimentary organizations in the market space.
• Effectively initiate, navigate, and manage discussions across all levels of a customer’s organization, from business stakeholders to technical decision-makers.
• Utilize all channel management and reporting tools, including accurate forecasting and Salesforce hygiene.

The path to success:
1-month milestones:

• Establish a plan for existing customers, clearly identifying opportunities for growth over the coming years and understanding account potential.
• Segment account list into your top 20 focused accounts & the Top 3 Big Bet accounts.
• Meet with old account managers to capture any historical context.
• Meet with partners of existing accounts to understand their position and services offered.
• Collaborate with the Marketing Manager on the marketing plan.
• Work with the Channel Manager on the channel plan.

2-month milestones:

• Create a stakeholder map for key partners influencing your Top 20 accounts and devise an approach for connection.
• Demonstrate Salesforce hygiene with regular, accurate activity and updates.
• Meet weekly with sales management to keep Salesforce and Clari up to date.

3-month milestones:

• Complete your territory plan and present it to Sales Management:
  • Existing account overview and account potential
  • Prioritized accounts with account potential
  • Clean pipeline of potential 2025 opportunities to establish a gap to target
  • Marketing and channel engagement plans to close the gap to target
  • Planned customer references/case studies
  • Pipeline growth plan
• Meet with all existing customers to identify opportunities to extend the value they receive from our solutions.
• Lead an operating cadence with your virtual team.
• Achieve the “1st Mate” enablement badge.

4-month milestones:

• Create account plans for key accounts.
• Create opportunity plans for key opportunities.
• Present forecast for self-generated opportunity & expected time to 1st sale.
• Develop strategies to approach Top 20 accounts - present to management.
• Ensure relationship maps in Salesforce are completed for customers in Top 20 accounts.
• Show progress through sales stages for any inbound/inherited opportunities (sales cycle 5-40).
• Present our value proposition in front of management via either customer/prospect or internal presentation.

6-month milestones:

• Build a Pipeline of 2 to 3 times target comprising:
  • Existing customer pipeline
  • Progress on existing pipeline
  • New pipeline
• Refine the go-to-market strategy for this segment, highlighting key messaging when competing with Microsoft and Okta, benefits of working with partners, pricing challenges, etc.
• Complete your Captains badge on HighSpot.

Education:
Preferred but not required: Bachelor's degree or global equivalent in an IT, business, or sales-related field.

Travel:
Business travel of approximately 50 percent yearly is expected for this position.

The company is an equal opportunity employer and we welcome all qualified candidates to apply to join our team. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or any other category protected by applicable law.