Federal - Enterprise Account Executive

Job Title:

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry.  Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. 

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. 

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. 

We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview:

About the Role

The Enterprise Account Executive for the Federal group will be responsible for driving sales and incremental bookings of a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements and creating tailored customer solutions that lead to new bookings.

Position Responsibilities

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieves quarterly sales quotas.

• Manage the sales process and leverage internal technical resources as needed to meet customer requirements.

• Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.

• Work closely with customers to drive POCs and POVs. 

• Upsell and cross sell Skyhigh Security products and solutions based on customer needs.

• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.

• Develop relationships internally with key stakeholders.

• Engage and present at multiple levels within an account including CISO, key stakeholders and board level.

• Develop account and opportunity plans to improve account strategy.

• Maintain customer satisfaction.

• Develop relationships with our channel and service partners to create strategic opportunities.

About You

• 7+ years experience in a quota carrying role targeting the US Public Sector/Federal selling Security products with deep relationships with CISOs and customer stakeholders.

• Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.

• Ability to manage the sales process and negotiate contracts.

• Deep knowledge of the customer’s requirements and security challenges.

• Strong business acumen and ability to build C-level relationships. Must be able to interpret and execute opportunities within complex organizations.

• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle.

• Strong relationships with channel partners and system integrators.

• Must possess excellent presentation skills.

• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.

• 3-5 years experience with Salesforce and Clari

• Security clearance preferred

• Maturity, confidence, patience, perseverance, interpersonal skills, commercial awareness

• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

This position is paid (in part) on a commission basis. The Base Pay Range is $125,000 - 160,000. The On Target Earnings (OTE) Range (base pay plus on target commission) is $250,000– $320,000. Actual base pay within the Base Pay Range and actual OTE within the OTE Range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.