Enterprise Sales Executive - VIPRE

Sales Clearwater, Florida


Description

Position at J2 Cloud Services

The Enterprise Sales Executive position is primarily responsible for revenue generation through strategic alliances with enterprise clients. The Enterprise Sales Executive will identify opportunities to increase sales and profitability, and has responsibilities directly related to making sales to include: meeting with clients at the client’s site, communicating with customers via phone, email, and teleconference, providing subject matter expertise regarding technical issues, advising customers on suitability of products and solutions based on their technical needs, preparing proposals, presentation, pricing and contracts, developing strategic plans related to the client and the proposed solution.

We are seeking an Enterprise Sales Executive to prospect to new and existing Enterprise clients. This role should provide inputs for VIPRE Corporate products- including Threat IQ and SafeSend, solutions and services as well as competitive feedback to the company for the assigned territory. Maintain CRM with an accurate up-to-date pipeline forecast, intimate with their existing customer use cases, challenges, and a good steward of the company’s resources and profits.

This role reports to the Head of Sales and Support Services, North America.


Essential Duties and Responsibilities:

  • Direct sales leadership within the territory assigned-
  • Professionally manage both the pre and post sales activities for the products and services
  • Assist in the expansion and refinement of VIPRE’s sales strategy and execute plan accordingly
  • Develop new prospect and client relationships
  • Stay current with changes and developments in the security industry. This includes gathering competitive information on products and services, sharing this information with the product development, marketing, client services and executive teams.
  • Build awareness of Cloud Services products within relevant markets
  • Provide feedback from external markets to j2 Marketing and Product Management Team
  • Instruct and manage territory to provide data and referrals for inside team for cold calling and other direct marketing approaches
  • Create and manage RFIs, RFPs, contracts and proposals
  • Build strategies to trigger, drive and engage opportunities
  • Ability to present and provide basic product demonstrations
  • Ability to define various buying influencers within an organization and manage a complex sale
  • Manage complex contract negotiations and work with legal counsel as required
  • Develop trusted partner relationships with key customers to retain and grow revenues over time
  • Assist with marketing strategy and sales support within the enterprise area
  • Continually evaluate business processes and recommend improvements
  • Participate in revenue budget forecasting and ongoing budget variance reporting 

 

Qualifications / Skills:

  • A proven track record of successfully selling high tech products and services, preferably software-as-a-service
  • Strong presentation skills are required, both in person and via teleconference or videoconference
  • Track record of quickly growing and generating sales from large corporate accounts in an emerging market
  • Ability to connect with and converse with “C” suite executives about business and related challenges and solutions
  • Well organized, with attention to detail
  • History of success in consultative, network or system solution selling to large business clients
  • Ability to travel sufficiently to build and support the territory and also participate in required sales meetings and events
  • Background in IT sales in a consultative environment managing layers of executive approval in the sales process
  • General understanding of information security  
  • Excellent written and verbal skills

Education / Experience:

  • Minimum 8+ years’ experience in sales in a fast paced, high performance environment (IT background is a strong plus) of which a minimum of 5 years selling to enterprise customers.
  • BA/BS Degree preferred or equivalent experience.
  • Experience managing a large territory with travel within the territory
  • Strong background of revenue growth in related position
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