Enterprise Sales Account Executive MidAtlantic Region

Job Description

We are looking for a talented Enteprise Account Executive to join our growing global team at Sectigo.

The Enterprise Sales Account Executive achieves assigned sales quotas and contribute to the overall sales strategies within a major geographic area. This full cycle sales role involves developing a pipeline of opportunities throughout the assigned territory, identifying, and managing opportunities, and closing deals, all while working closely with and through Value Added Resellers (VARs) as part of Sectigo’s channel-driven sales strategy.

This is a full-time and remote position based in the Mid-Atlantic region, and the ideal candidates should reside in the greater Baltimore OR Washington DC area.

Here are the core functions, responsibilities, and expectations for this role:

• Capture new accounts while retaining and growing business in existing accounts.
• Develop sales strategies, territory plans, and pipelines.
• Lead negotiations, coordinate complex decision-making processes, and overcome objections to close deals.
• Meet or exceed assigned sales quotas and revenue goals.
• Create and update a dynamic territory plan highlighting regional and vertical targets, marketing efforts, and channel partner strategies.
• Build and maintain relationships with channel partners, including providing sales training, account mapping, and collaborative selling opportunities.
• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact to procurement.
• Prepare and deliver formal proposals and presentations to stakeholders, including C-level executives.
• Maintain thorough knowledge of Sectigo products and stay up-to-date on industry trends and technical developments.
• Additional tasks associated with this position may be assigned in response to company initiatives and business needs.

Education:

• Bachelor's degree and/or equivalent work experience is strongly recommended.

Experience:

• Minimum of 3+ years of experience in quota carrying enterprise sales with a proven track record of exceeding quotas is required.
• Minimum of 2+ years of experience selling cybersecurity solutions is strongly recommended.
• Demonstrated success working with channel partners (Value Added Resellers), including building partnerships and leveraging co-selling strategies.
• Familiarity with sales engagement tools like Salesforce, Clari, Sales Loft, Zoom Info for tracking and managing sales activities.
• Experience with formal sales training (e.g., solution selling, territory planning, communication skills).

Ability and availability to travel:

• Must be able to travel more than 50% of the time to the assigned regions and/or territories.

1. Cybersecurity and Device Management with Automation and Orchestration

Skills:

• Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms, is preferred.
• Familiarity with automation platforms and practices that streamline device management tasks, especially in environments with complex security needs.

2. Sales Experience & Execution:

• Consultative Sales Approach:
  Apply a consultative, solution-based sales strategy, deeply understanding customer needs and effectively positioning Sectigo’s products to address cybersecurity and device management challenges.
• Product Knowledge & Technical Engagement:
  Leverage in-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers on the customer side.
• Strategic Vision & Market Awareness:
  Align sales efforts with Sectigo’s long-term objectives, staying ahead of market trends and continuously adapting strategies to meet evolving customer needs and competitive pressures.

3. Collaboration & Communication:

• Cross-functional Collaboration:
  
  Work closely with product, marketing, and engineering teams to ensure product offerings align with customer needs and market demands.
• Strong Communication
  
  Skills:
  
  Demonstrate exceptional communication abilities, simplifying complex technical concepts for both customers and…