Enterprise Account Executive - Upstate NY

As an Enterprise Account Executive at Axonius, your primary responsibilities include crafting and executing a comprehensive sales strategy for your assigned territory. You’ll work to establish strong relationships with channel partners and IT vendors, identify and qualify potential sales opportunities, and manage ongoing communications through Salesforce. A knack for navigating technical discussions and conducting value-based selling will be essential to your success in this role.

To qualify for the Enterprise Account Executive role at Axonius, candidates should have a minimum of 3 years of experience in a sales closing role with a focus on enterprise accounts. It’s crucial to demonstrate a successful track record of managing complex sales cycles and executing regional strategies. Familiarity with security and IT solutions is a plus, along with strong negotiation skills and excellent communication abilities.

Axonius is committed to the growth and success of its Enterprise Account Executives by fostering a culture of collaboration and learning. You’ll have access to senior sales leaders and various resources that will help you refine your skills. The company encourages innovative thinking and provides opportunities for professional development while celebrating employee contributions to the team’s overall goals.

Enterprise Account Executives at Axonius can expect a competitive salary with On Target Earnings ranging from $290,000 to $300,000 USD annually. In addition to a comprehensive compensation package that includes stock options, Axonius offers attractive benefits that contribute to a rewarding work experience.

The company culture at Axonius is dynamic, inclusive, and driven by a shared commitment to high ethics and standards. As an Enterprise Account Executive, you'll find an environment that celebrates diversity, emphasizes collaboration, and encourages open communication. The team thrives on strategic thinking and is always looking for innovative ways to meet challenges, making it an exciting place to grow your career.

When building a sales pipeline, begin by defining your target accounts within your assigned territory. Research their needs and challenges, and develop tailored outreach strategies. Leverage value-based selling techniques to engage prospects effectively. Regularly review and adjust your pipeline strategy based on feedback and market changes to ensure you're effectively meeting your quota.

In managing complex sales cycles, I prioritize understanding the customer's business goals and alignment with our solutions. By creating a strategic approach, including setting clear timelines and milestones, I can ensure all stakeholders are engaged. Maintaining open communication throughout the process is crucial, along with being responsive to changing needs.

Effective negotiation requires a balance of preparation and flexibility. I research the client’s industry and typical budget constraints beforehand. During negotiations, I focus on understanding the client's needs and providing solutions that deliver value rather than simply discussing price. Building rapport and trust can lead to more favorable outcomes.

I make Salesforce an integral part of my sales process by using it to track all customer interactions, maintain updated deal statuses, and document strategic next steps. Regularly posting updates and insights on Chatter keeps the team informed and aligned, which promotes transparency and collaboration across departments.

I employ a value-based approach to qualify sales opportunities by identifying how our solutions can address the specific pain points of the prospect. Utilizing frameworks like MEDDPIC allows me to ensure that we have a mutual understanding of the prospect's needs and decision-making criteria before moving forward.

Building relationships with channel partners starts with open communication and a shared vision for success. I focus on establishing trust by being transparent about expectations, collaborating on joint opportunities, and regularly meeting to discuss strategies and progress. Continued nurturing of these relationships fosters mutual growth.

In a previous role, I developed a regional strategy that focused on identifying high-potential accounts based on industry trends. By prioritizing specific verticals and tailoring messaging to resonate with decision-makers, we were able to increase our conversion rates significantly. Regular evaluation and adaptation of our strategy kept it fresh and relevant.

My greatest strength in sales is my ability to adapt to different customer environments and needs quickly. This adaptability, combined with a strong work ethic and a competitive spirit, allows me to identify solutions that best suit my clients, ultimately leading to successful sales outcomes.

Handling rejection in sales is a part of the job. I view it as an opportunity for learning rather than a setback. By reflecting on what worked and what didn’t, and seeking feedback, I can continually improve my approach. Staying focused on the next prospect helps maintain a positive mentality.

I am drawn to Axonius because of its remarkable growth within the cybersecurity industry and its commitment to innovation. The opportunity to work with cutting-edge solutions that address crucial security challenges is very appealing. Additionally, I admire Axonius's inclusive culture and dedication to employee development, making it an ideal environment for someone looking to contribute and grow.