Enterprise Software Sales, North America – Remote USA

This award-winning VC backed client.....

is a global leader in securing machine identities and enabling zero trust for IoT. Theirs is the only platform to automate and manage machine identities throughout their lifecycle, delivering automated device provisioning, authentication, credential management, policy-based end-to-end data security/encryption and secure updates and providing complete device, data and operational trust.  

JOB DESCRIPTION

This position will be responsible for identifying and selling to executives at major accounts and implementing a customer-centric strategy for winning deals. Build and execute against an opportunity pipeline. Collaborate with all appropriate company resources (executives, customers, support, and solution engineers) to support prospect/customer interests.

RESPONSIBILITIES

Prospecting Accounts – Prospect for new business across multiple functional areas within the company, including leveraging leads provided by marketing, and maintaining the appropriate pipeline development and coverage;

Building Relationships – Gain a deep understanding of the customer’s processes and needs. Ensure the right questions are being asked and answered. Bring unique value to every interaction. Develop relationships with the appropriate buying personas within the prospect account. Qualify out prospects who are not a fit;

Articulating Value – Connect prospect’s challenges and business objectives (both functional and corporate) with client solutions. Deploy a customer-centric approach in understanding how our client can provide value;

Driving Sales Execution – Lead enterprise agreements to close, being proactive in all aspects of opportunity development. Prepare accurate forecast, building a funnel to cover bookings target, documenting activities/progress in the company CRM and performing other tasks necessary to drive revenue and communicate progress to sales management;

Closing Opportunities – Develop and actively manage interactions within the customer buying cycle using standard processes. Handle different kinds of sales scenarios and negotiate in a manner that drives towards close;

Effective Account Coordination – Use a disciplined approach to effectively and efficiently involve pre-sales and post-sales support. Leverage industry expertise as needed;

Demonstrating Company/Product Proficiency – Be proficient with a working knowledge and understanding across all of our clients products and solutions. Emphasis on the value that our solutions provide to our customers.

REQUIRED QUALIFICATIONS

Minimum 5 years of quota-carrying Enterprise Application Software sales experience

Experience with selling SaaS solutions to various verticals such as Oil/Gas, Automotive manufacturing, Medical Device Manufacturers, etc.

Track record of closing subscription-based deals

Track record of meeting or exceeding sales quota year over year

Understanding of IT/OT transformation

Experience selling software to device manufacturers

Experience selling software solutions involving ecosystem partners

IoT (connected devices) & AI solutions would be a plus

Cybersecurity experience a plus

Bring to the table a network of potential prospects

Bachelor’s degree or equivalent work experience

Please contact Pam Inglis for more details at pinglis@rostie.com Ref: Rostie Job ID# 3350