INACTIVE
Full-Time
Commercial Senior Account Executive
Posted on 7/19/2023
Identity & access management security solutions
Energy
Crypto & Web3
Aerospace
Senior, Expert
Remote
Required Skills
Sales
Communications
Management
Hubspot
Marketing
Business Strategy
Requirements
- Develop and build pipeline of customer accounts in specific industry verticals
- Work with large industrial end-users to bring them on as Xage clients, and work with the end-users' existing Systems Integrators to facilitate the adoption of Xage
- Work with Xage marketing, product management and engineering to help forge the right client relationships, from first contact through delivery
- Drive and negotiate pricing and commercial terms with customers
- Build success stories utilizing a consultative approach, leading to reference-able wins
- Evangelize Xage, including Xage's vision and approach at industry events
- Contribute to and work with the Partner GTM plan including target customers, partners, and channels
- Assist/make recommendations in recruiting partners as a part of overall partner business strategy
- Strategy and execution of joint marketing events and activities with partners
- Identify, qualify and develop new opportunities through prospecting and networking
- Manage and maintain your territory's sales pipeline and target key accounts and vertical markets for development
- Consistently achieve assigned monthly, quarterly and annual sales revenues/quotas and other regional objectives established by the VP of Sales/CRO
- Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers
- Utilize channel sales resources in your region as necessary
- Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management
- About you
- The successful candidate would have a proven track record of building customer relationships, closing new bookings, delivering ICS, IIoT, security, cyber security and/or operations software products directly with customers and through partners
- Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite to operational personnel
- Strong deal-making and negotiating skills
- Familiarity with and understanding of the industrial ecosystem across the territory
- Entrepreneurial and high energy
- Understand sales stages, documenting, updating daily/weekly in CRM and have strong working knowledge of CRM tools (HubSpot preferred) and hold yourself accountable to a high standard of data integrity
- Provide monthly and quarterly sales forecasts and prepare for an present at QBR's
- Work collaboratively with functional peers including Product Management, Customer Success and Marketing
- Experience with comprehending and conveying technical details
- Experience managing global customers
- 10+ years of relevant business development and sales experience
- Willingness to travel up to 50% of the time
- Excellent English written and verbal communications skills
- Perks
- Competitive salary and Equity
- Full health, dental, vision insurance
- We will process visa transfers and immigration
- Work with founders and executives closely and participate in all aspects of company building
- Early stage opportunity in a massive sized market with proven traction and growing rapidly
- Awards and Recognition
- Xage Security has received numerous awards and recognition, including:
- CNBC: 100 of the World's Most Promising Start-Ups
- Forbes: Top 25 IoT Startups to Watch 2019
- San Francisco Business Times: Top 10 Best Places to Work for 2019 and 2020
- IoT Breakthrough Awards: 2021 Emerging Company of the Year
- SC Awards” “Best Identity Management Solution” finalist 2022
- Network World: 10 Hot IoT Startups to Watch 2018
- Gartner: Gartner Cyber-Physical Systems Protection Platform and OT Security (2022)
- TSA Certified
Responsibilities
- Xage is looking for a highly motivated Sr. Account Executive for our enterprise sales
- Business in the Americas. This person is responsible for establishing and developing
- Business through existing and new clients. Additional responsibilities of this role are to
- Work with the end-users, customers/prospects, industrial operators, partners and
- System integrators to build strategic advisor relationships and capture sales
- Opportunities. Your focus will be on developing and driving specific end customer
- Opportunities and bookings directly and through partners. You thrive in a start-up
- Environment, being fast paced, self motivated and are a task master. You are proactive
- In your approach and control your own destiny, refusing to accept anything less than a
- Successful outcome. You strive to be the absolute best at what you do and are an
- Expert at time management
- Be inquisitive by nature and drive structure in everything you do. Last but not least, a
- Rolling up your sleeves attitude is very important - Xage is still a startup and a very lean
- And ambitious company - in our team, we balance speed with precision and execution
Desired Qualifications
- Cybersecurity technology sales and business development experience is a plus
- Experience in a start-up or entrepreneurial environment is a plus
Xage's mission is to protect critical infrastructure – energy, utilities, defense, manufacturing, logistics & supply chain, and many more. The company has created a security solution, Xage Fabric, that accelerates and simplifies the way enterprises and governments secure, manage and transform digital operations across OT, IT, and cloud.
Company Stage
Series B
Total Funding
$77M
Headquarters
Palo Alto, California
Founded
2017
Growth & Insights
Headcount
6 month growth
↑ 18%1 year growth
↑ 71%2 year growth
↑ 155%Benefits
Competitive salary & equity
Health, dental, & vision insurance
Visa transfers and immigration
INACTIVE