Major Accounts Executive - Southwest
About the Role
Abnormal Security’s fastest growing customer type is our Major Accounts and it’s our key team for success in 2024. As a Major Account Executive you are the spearhead of Abnormal’s relationship in approximately 20 accounts. You are responsible for all transactions within that account and help quarterback the sales ecosystem to support the customer’s success. Critical to this role’s success is the following experience and skills:
Enterprise Account Hunter: Demonstrated 5+ years of direct (vs. overlay) enterprise sales experience prospecting and closing Fortune / Global 500 enterprise accountsProven track record of success closing new Major Account Logos, while also cross selling/ upselling and growing the existing customer accountSkill in negotiating with large organizations and closing complex sales.Proven performer with consistent over quota performance and/or top 5% of sales orgTechnically competent: Conversant in key areas: security, email, cloud, AI, etc.Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnelStart-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar (limited resources-build territory including: channel, tech partners, initial customer wins, etc.)BS/BA degree or equivalent work experience
In this job, you will bring these skills
Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into the region's largest enterprise accounts with the ability to leverage/ balance five pillars of demand generation: AE prospecting, SDR, Marketing, Channel and Customer referrals.Good qualifier: Ability to uncover / discover customer problems painsGood presenter: ability to present and demonstrate value based off customer pain points.Disciplined in sales methodology / time management : Ability to systematically execute a disciplined sales process that can be repeated in parallel without sacrificing qualityDiscipline in data integrity: Ability to continually maintain data accuracy and consistency for all accounts & opportunities. Ability to develop and present a business case to a customer showing high ROI across different dimensions to multiple stakeholdersAbility to extract, document and organize lessons, knowledge and information about customersAbility to close and maximize the ARR of major accounts. Ability to guide internal stakeholders through their own internal buying processesGrit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations Good understanding of how to leverage other departments including Sales Engineering, Marketing, BDRs, Product and Customer Success.
Sell Abnormal security solutions to approx. 20 Major Accounts (F500/ Global 500) within your defined territory with the goal to overachieve new annual recurring revenue quotaWork Major Enterprise Accounts from initial conversations through signing a contract and up-selling once they’re a customer.Prospect and generate new business opportunities within Major Accounts to supply enough pipeline for them to hit sales targets.Work with Customer success to ensure a timely renewal and expansion sale opportunitiesContinually document results and maintain accurate data across all sales systems (Salesforce, Highspot, Close Plan)Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.