Account Executive 4, Direct Sales - Northeast

RSA Security provides identity and access management solutions for organizations worldwide, specializing in authentication, access management, lifecycle management, and identity governance. The Account Executive will manage complex strategic accounts, build relationships with senior executives, identify customer needs, develop solution offerings, negotiate contracts, and support sales team effectiveness.

Responsibilities:

• Supports large, complex accounts
• Gains access and manage relationships with senior level leaders and executives
• Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
• Use complementary solutions from other areas of the business as a competitive strategy
• Interfaces directly with customers to ensure satisfaction with our solutions
• Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
• Identify appropriate products and services to meet the full range of customer needs
• Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs
• Seen as an expert in a given segment and/or channel
• Point of contact for escalated issues
• Models and may coach effective team behavior
• Skillfully negotiate with others to achieve desired results/meet customer needs
• May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm

Requirements:

• • Ability to work in a high-pressure environment
• • Ability to work effectively with senior management
• • Advanced knowledge of and skilled in contract interpretation, negotiations and project management
• • Advanced knowledge of strategic planning
• • Advanced knowledge of company products and services
• • Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
• • Hunter and farmer mentality
• • High drive for independence and success
• • 10+ years of related experience in a relationship selling role with a bachelor's degree
• • 5+ years of successful selling to Strategic/Major Accounts
• • Experience with MEDDIC methodology
• All employees must be legally authorized to work in the US