Senior Alliances Account Executive

As a Senior Alliances Account Executive at Censys, your core responsibilities include driving sales strategies focused on Incident Response firms and Global Systems Integrators, building long-term client relationships, and leading comprehensive sales cycles from prospecting to closing. You'll represent Censys to high-level stakeholders, present our offerings, negotiate agreements, and maintain a qualified pipeline while exceeding revenue goals. Acting as a bridge between clients and internal teams, your role also involves gathering market insights and customizing solutions to meet specific needs, making a significant impact on our growth trajectory.

To qualify for the Senior Alliances Account Executive position at Censys, candidates should possess over 7 years of experience in cybersecurity, particularly within Incident Response or Global Systems Integration domains. A proven track record of managing complex sales cycles with quotas exceeding $1M is essential. Familiarity with solution selling techniques, virtual presentations, and a willingness to travel are also critical. Knowledge or active security clearances in the field will be considered advantageous.

Censys offers a robust support system for its Senior Alliances Account Executives, including access to a wealth of resources such as inbound marketing leads, dedicated sales enablement, and regular internal training. You will have the opportunity to collaborate closely with a talented sales team, including Sales Engineers and Customer Success Managers, ensuring that you have everything you need to effectively engage with clients and drive sales initiatives. Furthermore, participation in field events and industry conferences helps enhance networking opportunities.

The salary range for the Senior Alliances Account Executive role at Censys is between $250,000 and $325,000 USD, complemented by equity in the company. This competitive compensation package reflects the importance of the role and the talent we seek to drive our growth in the cybersecurity space. Also, Censys offers comprehensive benefits from day one, including health, vision, dental coverage, and a 401k match, providing peace of mind for you and your family.

The culture at Censys is rooted in high performance, teamwork, and innovation. As a Senior Alliances Account Executive, you will be encouraged to leave your mark as part of a small, dynamic team that values each member's contributions. An emphasis on consultative selling and problem-solving fosters a collaborative work environment where everyone is focused on creating solutions that truly benefit clients. With a vision to empower customers and a commitment to transparency, you'll find a workplace where your passion for cybersecurity can thrive.

When building relationships with partners, I prioritize genuine connection and communication. I focus on understanding their challenges and tailoring solutions that meet their needs. I engage regularly through meetings, industry events, and by providing insightful content that can help them. This consultative approach fosters trust and a collaborative environment, which is pivotal for long-term success.

In my previous position, I exceeded my sales quota by over 20% by strategically identifying and targeting key accounts. By leveraging existing relationships and conducting thorough market research, I crafted personalized outreach strategies that resonated with potential clients. My consultative sales approach helped address their specific pain points, resulting in multi-year contracts.

For prospecting new clients in cybersecurity, I utilize a multi-faceted approach that includes leveraging my existing network, engaging on LinkedIn, and attending industry conferences. I also monitor bid-boards and relevant market trends to identify potential opportunities and tailor my outreach to address specific needs and interests of those prospects.

When faced with objections, I first listen actively to understand the client's concerns fully. Then, I address them by providing tailored solutions that demonstrate how our offerings can mitigate their specific risks. It's essential to remain patient and maintain a consultative tone throughout the conversation, turning objections into opportunities for deeper engagement.

In my last role, I successfully employed solution selling by focusing on understanding clients' broader business challenges, not just immediate needs. I worked closely with them to develop tailored solutions that linked our products to their strategic goals. This approach increased customer satisfaction and positioned our offerings as essential rather than optional.

My experience in sales forecasting involves developing and maintaining an accurate pipeline of opportunities by regularly reviewing and updating account statuses. I leverage CRM tools to track interactions, set reminders for follow-ups, and analyze trends in sales activity, which allows me to provide realistic forecasts that align with business objectives.

I tailor my sales presentations by first identifying the specific stakeholders that will be involved. I research their backgrounds and interests and adjust my messaging to highlight aspects of our solution that are most relevant to their roles and objectives. By demonstrating how our offerings align with their strategic goals, I can foster engagement and facilitate productive discussions.

To stay updated on industry trends, I actively engage with various resources, including cybersecurity publications, webinars, and community forums. Networking with industry experts and attending conferences also provides insights into emerging threats and innovations. This allows me to not only enhance my own knowledge but also to bring valuable information to my clients.

In my previous role, I collaborated with the marketing team by providing insights into customer feedback from my sales interactions, which informed the development of targeted campaigns. I also worked closely with product teams to refine our offerings based on market needs, ensuring that our solutions continually addressed evolving client challenges.

I'm particularly passionate about working in cybersecurity because it plays a critical role in safeguarding organizations and individuals against growing threats. Being part of Censys excites me because the company is at the forefront of innovation in this field, and I thrive in an environment where I can contribute to impactful strategies that empower customers to enhance their defenses and adapt to new vulnerabilities.