Account Executive

The Account Executive’s primary focus will be to create robust and sustaining relationships with new and existing customers by leveraging their network, knowledge of business process and sales expertise. Candidates must have the ability to explore customers’ business issues, articulate value propositions, and manage their accounts through the sales process.

This is a quota carrying role and will require considerable travel.

Responsibilities:

• Sell Veracode products and services to C-level and senior management level customers

• Manage a territory and identify new sales opportunities

• Manage and grow overall relationship with new and existing customers

• Attain sales quota requirements

• Manage the full life cycle of a complex enterprise sales process from prospecting, pipeline generation, to closing

• Work with Business Development Representatives, Solution Architects/ Sales Engineers, Services, Sales Operations, Finance, Marketing and Executives as well as Partners to draw the right resources towards the right opportunities at the right time

• Remain actively engaged in the Veracode sales methodology by providing verifiable outcomes at each gate in the sales process

• Prepare RFI’s, proposals, letters of understanding, SOW’s and contracts

• Accurately forecast new business; report sales status and sales opportunities to management team

• Participate and sell Veracode at events, trade shows and industry conferences

• Learn and maintain in-depth knowledge of the company’s products and technologies, competitors, industry trends

Skills & Requirements

• Extensive years of successful enterprise (business critical) software application direct selling experience

• Knowledge of application security industry strongly preferred

• Proven track record in developing pipeline and over-achieving quota

• A documented track record of success with referenceable customers

• Flexibility to relate to multiple management levels within a customer organization, namely business sponsors, CXO’s and Technology executives

• Ideal candidate will have existing relationships with security executives

• Must demonstrate the ability to discuss ROI concepts with intelligence and conviction

• Excellent written, verbal and presentation skills

• Experience of different selling approaches and methodologies

• Must be results oriented, self-motivated, pro-active and have experience of being part of a world-class sales organization within a technology ‘start up’

• Must demonstrate the discipline to work individually and as part of a team