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Account Executive, Inside Sales

About the team
The Inside Sales team is focused on acquiring new customers and driving top line revenue.  The team connects with IT executives and professionals within the target market to learn about current cybersecurity practices within the organization; uncover potential challenges or inefficiencies and addresses how we help customers providing affordable, best-of-breed hybrid security-as-a-service solutions for continuous security intelligence.

About the Role
The Inside Sales Account Executive will uncover opportunities in their designated territory for EiQ’s growing product offering in the cybersecurity space.  This is a full cycle sales role.  You will be required to hunt for new business.  This includes prospecting, cold calling, and driving opportunities through the sales cycle to close business.  You will have ownership of your territory, creating an account plan, and go to market strategy.  

This opportunity is ideally suited for candidates that have 3-5 years’ experience in a small to mid-sized company, selling a SaaS solution to IT or Engineering who started in a lead gen role (BDR or SDR), progressed to a full cycle close position, and demonstrated success in a quota carrying role for a minimum of 1 year.  

Responsibilities
•    Accountable for identifying, qualifying, and closing new business opportunities
•    Understand EiQ service offerings and speak to how they can address common customer pains
•    Work closely with leadership to build and execute a go-to-market strategy and account plan for your territory
•    Stay informed of IT security compliance and regulatory changes that impact our target customers and their urgency to buy
•    Build and maintain a strong sales pipeline. Proficiency and accuracy in forecasting on a weekly, monthly, and quarterly basis. Manage all information in our CRM system, Salesforce.com
•    Meet or exceed quota by managing activity in accordance with the key performance indicators 
•    Work with Sales Engineer to meet all client technical requirements during demos and POC. Provide a smooth hand off to the Service Delivery Manager post sales

Required Skills
•    Excellent communication, active listening and problem solving skills
•    Business acumen:  Understanding business structure and the drivers in the B2B sales cycle 
•    Sourcing/prospecting new customers, utilizing various resources to identify prospects
•    Conducting discovery and objection handling.  Skilled at reversing, asking questions, listening.  Ability to identify client needs
•    Value based selling.  Shows the customer how the solution will add value based on their need
•    Proposal/presenting: engaging, concise, ties the presentation to how the solution will solve the customer’s identified problems, handling questions confidently 
•    Closing, gaining commitment at each step of the process, creating urgency to buy 
•    Account Planning and Territory management 
•    Pipeline Management and accurate forecasting using Sales Force or other CRM 

Qualifications
•    3 years’ experience in sales including at least 1 year in quota carrying role, responsible for the full sales cycle (preferably software or IT services)
•    Bachelor’s degree (courses in Business, Finance, or Computer Science helpful)
•    Disciplined and accountable. Takes initiative, responsible for actions and behaviors 
•    Intellectually curious, asks questions  
•    Coachable, seeks feedback and practices/prepares to improve 
•    Hungry and Competitive, will work hard and fight to reach goals, challenges yourself and others 

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