Job Description

The Enterprise Security Sales Executive (ESSE) is critical to the front end of the Aeris sales process in that its primary responsibility is to qualify, develop and contract new logos through prospecting and executing new sales strategies, designed to drive revenue, secure growth, and eventually increase market position (in both existing and new target markets). The ESSE is a targeted, enterprising individual contributor, focused on consistent over achievement. The ideal candidate for this role is also naturally curious and must be adept at pivoting, overcoming obstacles, value based- selling and negotiation. The ESSE is responsible for continual pipeline growth and management and will be measured on their ability to consistently progress opportunities through the various stages of the funnel to closure. In as much as this role is focused on external sales, selling internally is also required, as the ESSE works collaboratively with different members of the Sales Organization as well as the teams from Sales Engineering, Support, Marketing, and Product. The ESSE is also expected to represent Aeris IoT Business Unit at approved customer forward industry conferences, based on technology or vertical market. The Enterprise Security Sales Executive will report to the Director, IoT Sales & Account Management. We will also consider applicants located in major metropolitan areas across the country where reasonable access to an international airport is available. Responsibilities : Close contracts with new enterprise firms, specifically around the Aeris Security Center offering. Proactive self-generation of prospects through current network, research, conferences, social media, etc. Ability to identify and build relationships with key contacts/decision makers within prospected companies and sell to all organizational levels including the C-Suite Complex technical, solution-based sales approach to close business with Security personas across a range of enterprise firms. Exude an in-depth understanding of company offerings and comprehensive knowledge of emerging trends to underscore new market development strategies. Proposal management, including coordinating and facilitating multi-stakeholder responses to RFPs and RFQs Continuously grow, develop and manage sales pipeline Strategic planning and targeting of new markets and prospects Using knowledge of the market and competitors to identify and develop unique selling propositions and differentiators Qualifications : Bachelors degree in Business Administration, Marketing, Finance, or related field Minimum 5 years of experience in Sales and/or Account Management, with experience working for a Network based Security firm, IoT experience a plus. Senior level selling skills including technical product-based positioning, objection handling, contract negotiation across security professionals Deep knowledge of network detection and response security products and competitive landscape Entrepreneurial thinker who has developed out of the box strategies to build pipeline and close business Excellent verbal and written presentation skills Excellent analytical, problem-solving, negotiation and decision-making skills Strong business acumen, including the ability to build business cases for additional investment and drive new key initiatives and strategies Knowledge of CRM, reporting and Funnel Management methodologies. Travel as needed for client visits, internal meetings, conferences

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