Senior Cybersecurity Account Executive I - Japan

Description

• Participate in 8-12 customer sales calls a week with key personas, including CISO, GRC, SecOps, Security Architecture, Cloud Architect, and economic buyers
• Maintain >3x qualified pipeline
• Leverage MEDDPICC deal qualification framework
• Prepare and conduct discovery in every prospect/customer interaction to identify, show, and alleviate pain points
• Develop and document compelling and detailed why change, why Infoblox, and why now statements and iterate throughout the sales campaign to connect customer pain points and Infoblox value statements
• Deliver ROI-based proposals that illustrate the Infoblox effect for all sales opportunities
• Grow revenue and new business through positioning and selling security solutions to expand Infoblox’s security footprint and reputation
• Distill complex technical problems in the security industry and articulate them to senior executives and decision-makers
• Partner with security subject matter expert/regional directors to develop an execution plan and build pipelines
• Work with account executives/product specialists to align, prioritize, and define go-to-market strategies within the largest, most strategic, potential up-sell accounts
• Develop and ensure implementation of business plan and sales strategy

• 7-12 years’ of successful technology sales experience with a proven track record of reaching quotas
• Excellent storytelling ability that motivates and inspires prospects to question, investigate, and challenge their status quo
• Trained and proven adoption of a solution selling methodology, such as command of the message / sale, challenger sale, solution selling, etc.
• Proven ability to form executive-level relationships while selling for an emerging technology supplier
• Experience with establishing credibility and awareness and selling emerging technology into accounts with deeply entrenched competitive supplier relationships
• Successful track record of unseating incumbent suppliers
• Effective and proven account research and prospecting process
• Ability to use partner network and in-band and out-of-band eco-system partners to research and gain access to key individuals at an account
• Successful experience running sales campaigns with hyperscalers, such as AWS or MSFT
• Cybersecurity selling background preferred but not required

• Meet with all existing customers to identify and confirm why they bought our product and what value they have received
• Implement your operating cadence to ensure consistent interlock with core sellers and the regional sales director
• Conduct a first sales call with an economic buyer without assistance
• Build relationships with two to three channel partners and one hyperscaler, resulting in joint sales calls connected to the sales plays
• Be able to develop a compelling why change

• Build 1x qualified pipeline
• Inspect and approve why change across all optys in the region
• Deliver >5 ROI based proposals