Technical Account Executive

Summary

WhoisXML API is a provider of domain, IP, DNS, and cyber threat intelligence data. The Technical Account Executive will create and capture new business opportunities through inbound and outbound sales, build qualified pipelines, articulate the company’s solutions, and manage forecasts and customer relationships.

Responsibilities

• Build a healthy and reliable pipeline of revenue in New Business by qualifying inbound leads from new logo customers
• Utilize outbound sales channels such as phone calls, emails, and LinkedIn to proactively engage new prospective sales opportunities in new logo accounts
• Articulate and evangelize the vision and positioning of both WhoisXML API and its solutions to illustrate differentiation from competitors
• Develop a deep understanding of ideal customer profiles and the competitive landscape to enable a business dialogue with C-level contacts and their teams
• Have a strong understanding of WhoisXML API solutions and know when and how to engage internal resources for subject matter expertise
• Drive creative business development activities to capture opportunities in emerging markets
• Manage and report monthly/quarterly forecasts directly to the Vice President of Sales
• Direct and prioritize own work, providing accurate and timely reports
• Build and maintain a network of colleagues and customers to deepen relationships

Skills

• • Experience with CRM software such as HubSpot or Salesforce
• • Strong command of Microsoft Office and Google Suite products
• • Drive to quickly understand technical concepts, with enthusiasm for technology, and articulate clearly to all levels of technical aptitude without compromising business ethics
• • Strong sense of urgency in completing tasks, with the ability to set priorities, manage time effectively, and meet deadlines
• • Takes initiative to do online research on clients, industries, and competitors
• • Disciplined in qualifying and developing opportunities for sales while minding time, resources, and customer needs
• • Willingness to travel as necessary for meetings, events, etc. (:10%)
• • Genuine desire to hone sales skills as a craft by learning from internal mentors/trainers, as well as external advisors/consultants provided
• • Effective written and verbal communication skills and professional etiquette over email
• • Accomplished salesperson with the ability to work from a home office 90% of the time and travel to trade shows, customer sites, and company meetings
• • Track record of consistently achieving monthly, quarterly, and annual sales revenue targets by planning, executing, measuring, and recording behaviors into a CRM
• • Experience executing corporate sales strategies and generating positive business outcomes for clients, often in complex environments; comfortable negotiating contract prices exceeding five and six figures
• • View assigned territory/account base as personal business; colleagues see you as a leader
• • Open to ongoing sales training and development as a source for constant growth
• • 2+ years of experience selling enterprise security solutions (Security Threat Intelligence, DFIR, SOC-As-a-Service, MDR, Firewalls, Endpoint Protection, Cloud Security, DDoS Mitigation, Penetration Testing, etc)
• • Proven track record of success in managing key/named accounts and executing full sales cycles from annual recurring revenue (ARR) and monthly recurring revenue (MRR) models
• • Experience in negotiating annual agreements of significant investment value involving multiple stakeholders, including end-users, technical integration teams, and C-Suite executives
• • Applicants with CompTIA / CEH / Security certifications and/or deep knowledge of network security processes are preferred

Qualifications

Must Haves

• • Experience with CRM software such as HubSpot or Salesforce
• • Strong command of Microsoft Office and Google Suite products
• • Drive to quickly understand technical concepts, with enthusiasm for technology, and articulate clearly to all levels of technical aptitude without compromising business ethics
• • Strong sense of urgency in completing tasks, with the ability to set priorities, manage time effectively, and meet deadlines
• • Takes initiative to do online research on clients, industries, and competitors
• • Disciplined in qualifying and developing opportunities for sales while minding time, resources, and customer needs
• • Willingness to travel as necessary for meetings, events, etc. (:10%)
• • Genuine desire to hone sales skills as a craft by learning from internal mentors/trainers, as well as external advisors/consultants provided
• • Effective written and verbal communication skills and professional etiquette over email
• • Accomplished salesperson with the ability to work from a home office 90% of the time and travel to trade shows, customer sites, and company meetings
• • Track record of consistently achieving monthly, quarterly, and annual sales revenue targets by planning, executing, measuring, and recording behaviors into a CRM
• • Experience executing corporate sales strategies and generating positive business outcomes for clients, often in complex environments; comfortable negotiating contract prices exceeding five and six figures
• • View assigned territory/account base as personal business; colleagues see you as a leader
• • Open to ongoing sales training and development as a source for constant growth

Nice to Haves

• • 2+ years of experience selling enterprise security solutions (Security Threat Intelligence, DFIR, SOC-As-a-Service, MDR, Firewalls, Endpoint Protection, Cloud Security, DDoS Mitigation, Penetration Testing, etc)
• • Proven track record of success in managing key/named accounts and executing full sales cycles from annual recurring revenue (ARR) and monthly recurring revenue (MRR) models
• • Experience in negotiating annual agreements of significant investment value involving multiple stakeholders, including end-users, technical integration teams, and C-Suite executives
• • Applicants with CompTIA / CEH / Security certifications and/or deep knowledge of network security processes are preferred

Benefits

• Competitive salary
• PTO
• Sick days
• 401k
• Health benefits
• Company retreat
• Career growth with a rapidly growing industry innovator
• Remote position
• Work from a home office 90% of the time
• Ongoing sales training and development from internal mentors/trainers and external advisors/consultants