Principal Account Executive

At Protegrity, we lead innovation by using AI and quantum-resistant cryptography to transform data protection across cloud-native, hybrid, on-premises, and open source environments. We leverage advanced cryptographic methods such as tokenization, format-preserving encryption, and quantum-resilient techniques to protect sensitive data. As a global leader in data security, our mission is to ensure that data isn’t just valuable but also usable, trusted, and safe.

Protegrity offers the opportunity to work at the intersection of innovation and collaboration, with the ability to make a meaningful impact on the industry while working alongside some of the brightest minds. Together, we are redefining how the world safeguards data, enabling organizations to thrive in a GenAI era where data is the ultimate currency. If you're ready to shape the future of data security, Protegrity is the place for you.

Protegrity is seeking a passionate and talented Account Executive for our Northern California/Pacific North West Territory.

This job is for you if:

As an Account Executive, you will be responsible for a defined territory of customers and prospects, creating and executing a go-to-market plan, leveraging a variety of resources (e.g., BDRs, Partners, Product Specialists, Solution Consultants, etc.)

By focusing our enabling our customer’s success and helping them achieve their desired business outcomes, you will become their trusted advisor responsible for extending the Protegrity footprint. Success in this role will be driven from a high level of curiosity and a structured approach to building new relationships, creating value for our customers, and ultimately booking new business.

You must have the ability to identify and interpret our clients/prospects business objectives, build and lead virtual internal teams to create and accurately present complex solutions in an informative and easily understood fashion, either face to face or in virtual meetings.

This individual contributor should also possess enthusiasm and entrepreneurial skills to be successful in a semi-unstructured environment within a matrixed growth organization.

Responsibilities:

• Create a territory plan and drive new logo growth within that territory.

• Drive the highest level of client satisfaction, while focusing on retention, renewals, and growth.

• Achievement of assigned quotas in accordance with company goals, strategy, standards and policies.

• Work with cross functional teams to drive successful adoption of our platform.

• Develop/execute individual account plans that maximize revenue, margin, market share and relationship breadth and depth.

• Develop and clearly communicate goals for managing assigned account(s) along with logical strategies for meeting and exceeding those goals.

• Clearly communicate goals for the accounts by business unit and develop effective strategies to meet client and company goals.

• Accurately identify problems, recognize symptoms, and formulate effective solutions and alternatives.

• Provide market and "voice of customer" feedback to the cross-functional teams via customer feedback and quarterly business reviews to flush out client needs to enhance product and solution development.

• Establish and maintain strong, enduring client and partner relationships, specifically at the senior leadership level. Explore new solutions as well as ensure growth and retention of business.

• Partner with Marketing to develop account-based marketing strategies for accounts and publish client success stories.

• Partner with the Customer Success Organization to ensure the success of the customer.

• Manage one very large or Multiple Enterprise accounts. All other duties as assigned.

Qualifications:

• Experience driving successful onboarding, expansion and renewal of existing customers Strong understanding of large, complex customers and the ability to partner and influence the agendas of multiple client stakeholders.

• Proven negotiation skills, at the C-suite level, with large customer organizations.

• Ability to learn and understand large enterprise business models.

• Excellent time management and organizational skills, ability to prioritize and use time effectively and efficiently.

• Demonstrated ability to meet internal and external deadlines.

• Demonstrated ability to drive significant revenue growth with highly competitive strategic clients.

• Ability to drive urgency in the sales cycle and execution of solution strategies; and an exceptional ability to manage a robust pipeline.

• Superior skills and ability to present and communicate effectively with C-level executives, both internally and externally.

• Demonstrated ability to work with cross-functional teams and recognizes the importance of building and fostering professional and positive working relationships.

• Experience working in direct and with our partner ecosystem. (AWS, Microsoft, Accenture, etc.) on behalf of customers.

• 5+ years of demonstrated experience in a client facing enterprise strategic sales role.

• Experience with cloud technologies.

• Experience with Generative AI technologies and concepts.

Preferred Qualifications:

• Knowledge of Data Protection, Privacy and Security.

• Knowledge Software Sales, SAAS.

• Industry expertise in:

  • Financial Services

  • Health Care

  • Retail

Why Choose Protegrity:

• Become a member of a leading Data Protection, Privacy and Security company during one of the best market opportunities to come along in a generation.

• Competitive Compensation/Total Reward Packages that include:

• Health Benefits (Health/Dental/Vision)

• Paid Time Off (PTO)

• 401K

• Annual Bonus Incentives

• Short- and Long-Term Disability

• Work on global projects with diverse, energetic, team members who respect each other and celebrate differences

• Talent First Workforce
  

Should you accept this position, you will be required to consent to and successfully complete a background investigation. This may include, subject to local laws, verification of extended education and additional criminal and civil checks.

We offer a competitive salary and comprehensive benefits with generous vacation and holiday time off. All employees are also provided access to ongoing learning & development.

Ensuring a diverse and inclusive workplace is our priority. We are committed to an environment of acceptance where you are free to bring your full self to work. All qualified applicants and current employees will not be discriminated against on the basis of race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability or veteran status.

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