Account Executive

Sales Remote - United States


Description

Position at J2 Cloud Services

Company Description

Join an energetic team in one of the hottest growing sectors in software—cybersecurity. VIPRE Security Group, a part of J2 Global (NASDAQ : JCOM), is a global, highly rated, award-winning security, privacy and data protection company protecting millions of consumers and businesses supporting some of the largest brands. Backed by cutting-edge machine learning, one of the world’s largest threat intelligence clouds and real-time behavior monitoring, the VIPRE Security Group delivers unmatched protection against today’s most aggressive threats. The group operates under various brands, VIPRE™, STRONGVPN™, IPVANISH™, SafeSend™, Inspired eLearning™, Livedrive™, SugarSync™, KeepItSafe™, LiveVault™ and OffsiteDataSync™. 

Join our team and help us fight the cybercriminals and protect our customers by delivering innovative solutions that help keep families and businesses and their data, digital identity, employees, websites, emails and applications private and safe.

Summary/Objective

The position of Account Executive (AE) is responsible for securing new business for the company. The AE is the main point of contact for prospects which inquire about or show interest in the company’s products or services. The AE is primarily responsible for contacting prospects that reach out to the company via marketing channels such as the company website, social channels such as LinkedIn, Facebook and Twitter, the sales phone line or any other channels created by marketing efforts. The AE is also expected to engage opportunities created by the Sales Development Representative (SDR) team. The AE must also be able to generate additional sales pipeline via outbound opportunity creation through email campaigns, call campaigns and social selling.

The AE must be able to execute a successful sales process and assemble a territory or vertical outbounding plan that will generate an opportunity pipeline that will allow for consistency and success in quota attainment. It is critical for the AE to be able to accurately and consistently forecast monthly and quarterly quota attainment. The AE must also be able to excel at Key Performance Indicators (KPIs) that lead to pipeline creation such as qualification rates, average deal size, deal velocity and close rates, as well as excel at activity metrics such as demos, proposals, call volume and email campaign success rates.

Essential Functions

  • Consistently hit quota, accurately forecast, maintain accurate territory planning and successfully negotiate terms
  • Drive new business to the company using a multi-channel approach that includes qualifying inbound leads, applying the company’s sales process and closing deals
  • Drive new business to the company by creating and closing self-generated leads, as well as identifying channel partners to generate additional referrals and new sources of revenue
  • Create and refine an effective and detailed sales process focused on solution-based and prescriptive selling
  • Immediately lead customers through demos of the company’s security platform and its key features
  • Present our value proposition and differentiators to customers via video conferencing or face to face
  • Work with a transactional and SMB customer base

Education and Experience

  • 2+ years’ SaaS or PaaS sales experience with a focus on SMB and MM level customer accounts
  • 2+ years’ related consultative sales experience with documented successful sales process, preferably in a technology environment
  • Experience conducting live demos through web conference software
  • Bachelor’s degree in Business, Marketing, Communications or Professional Sales preferred
  • Experience with a CRM; com preferred
  • B2B sales experience preferred
  • Experience working with sales automation platforms preferred
  • Experience working with State, Local and Education (SLED) sales preferred
  • Experience in compliance, risk or governance with a focus on training, cyber security, customer engagement, and eLearning preferred
  • Knowledge of the corporate IT/HR compliance, risk management, and education/training market preferred 

Competency

  • Capable of maintaining process, organizing internal resources and generating new growth opportunities
  • Ability to clearly articulate the company’s differentiator in the industry
  • Ability to articulate the components of a sales cycle with deep knowledge of procurement and legal review
  • Ability to present and consult on all company and partner products, and close sales, both in person and virtually
  • Ability to deliver product and technical knowledge training to sales representatives
  • Strong attention to detail and focused follow up
  • Strong technical acumen with proficiency in CRM and integrated sales acceleration and prospecting tools, support ticketing systems, and Microsoft Office Suite
  • Self-starter with strong work ethic and organizational, presentation and communication, interpersonal, consultative and negotiation, and numeric reasoning skills
  • Exhibit an aggressive, hard-working, persuasive, persistent, self-motivated, and productive attitude
  • Ability to collaborate and communicate successfully between multiple internal and external partners
  • Work well in a team environment, handling multiple assignments and meeting deadlines with little supervision
  • Excellent verbal, written and customer service communication skills

Supervisory Responsibilities

N/A

Work Environment

Remote Home Office

Physical Demands

Physical demands are equal to that commonly associated with office work. The majority of work time is spent sitting at a desk in front of the computer.

Position Type and Expected Hours of Work

Full-time position. Company office hours are Monday through Friday, 8 am CST – 5 pm CST. Must be available and meet obligations for internal and external customers during standard business hours and as necessary.

Travel

Travel on an as-needed basis, but generally no more than 40%.

Equal Employer Opportunity (EEO) Statement

At J2 Global®, we work in a culture of collaboration and welcome those who desire to join our growing global community. We seek enthusiastic individuals with an entrepreneurial spirit looking for an environment that rewards your best work. J2 Global offers competitive salaries, health benefits, a 401k and ESPP, employee-focused engagement and education programs, and company-sponsored events. If you’re seeking a dynamic work environment where you can see the direct impact of your performance, then J2 is the place for you. J2 Global, Inc. is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive and equitable environment for all employees.

At J2 Global®, we work in a culture of collaboration and welcome those who desire to join our growing global community. We seek enthusiastic individuals with an entrepreneurial spirit looking for an environment that rewards your best work. J2 Global offers competitive salaries, health benefits, a 401k and ESPP, employee-focused engagement and education programs, and company-sponsored events. If you’re seeking a dynamic work environment where you can see the direct impact of your performance, then J2 is the place for you. J2 Global, Inc. is an Equal Opportunity Employer. We celebrate diversity and are committed to creating an inclusive and equitable environment for all employees.

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