Account Executive
Overview
As an Account Executive at Pulse Secure, you will be responsible primarily for named account sales of all Pulse Secure products in the Great Lakes region. This must be a senior candidate driven to forge and grow new relationships within our existing customer base and new prospects. This candidate will drive revenue growth through both direct touch and through our channel partners. The ideal candidate would be located in Minneapolis, Detroit, and or Chicago.
What We Do
We are the company that is 100% focused on delivering secure access solutions for people, devices, things and services. For years, enterprises of every size and industry have been trusting our integrated virtual private network, network access control, vADC and mobile security solutions to enable secure access seamlessly in their organizations. Our global portfolio is rapidly growing, and we continue to strive to be the market leader in end-to-end secure access.
Every single day, our global team are innovating our products and solutions to ensure that our customers can dramatically boost their workers’ productivity, make a smooth and secure transition to the Cloud and ensure that their networks are protected without a burden on IT. We call it Secure Access for the next generation. Pulse has more than 20,000 customers worldwide along with 80% of the Fortune 500. Our portfolio is used by industry leaders across verticals such as financial services, healthcare, manufacturing, retail, Federal and State/Local governments, as well market segment leaders across SMB, Midmarket, and Enterprise.
What You Would Do
- Drive revenue growth by selling all products in the Pulse portfolio into specific named accounts within our customer base and identifying new business opportunities across the territory/named accounts
- Forge high-level relationships within assigned existing accounts to win incremental product and service business
- Identify major projects within the largest accounts and manage activities to maximize revenue opportunity
- Team closely with key authorized channel partners on sales opportunities leveraging their capabilities where appropriate to help drive your business
- Partner closely with your Pulse Systems Engineer and other technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and customer exchanges
- Provide customers and partners with pricing and configurations to meet their needs as required
- Develop and lead sales campaigns, plans and strategies in your assigned accounts leveraging all available resources (executive sponsors, marketing, engineers etc)
- Practice strong CRM hygiene and forecast and report activity accurately in line with expectations weekly and quarterly
Skillset Requirements
- 10+ years direct touch sales experience
- Relationships with large end user accounts in the assigned territory
- Experience selling complex based solutions in Network Security field (VPN, NAC, ADC, Firewall, SSO, Authentication, Intrusion Detection, etc.)
- Proven/quantifiable track record of over-achievement
- Experience in applying solution-selling methodologies to maximize corporate revenue growth (e.g., the Challenger Sale model)
- Able to create and execute on a targeted account plan
- Adept at communicating with a largely technical audience
- BA/BS degree or higher, or equivalent job-related experience
- Excellent interpersonal, communication and presentation skills
- Comfortable with travel
- Proactive with ability to succeed in a dynamic environment
- Goal-oriented and takes ownership
- Strong focus on attention to detail