Account Executive - SLED ( East & West Territories)

As an Account Executive at Corelight, you'll be responsible for driving sales within the SLED market, building strong relationships with internal partners and key decision-makers, and leveraging your understanding of our cybersecurity solutions to advise clients effectively. You'll be expected to maintain accurate forecasts, align with the partner ecosystem, and ensure compliance with sales quotas, all while acting as a trusted advisor to your clients.

To qualify for the Account Executive position at Corelight, you should have a minimum of 6 years of sales experience in enterprise SaaS solutions, primarily in the cloud or cybersecurity domain. Experience in managing multiple stakeholders and showcasing a consultative approach to selling is essential. Familiarity with sales processes and frameworks is also advantageous, along with a successful track record in territory-based sales.

The compensation range for the Account Executive position at Corelight is between $280,000 to $340,000 USD. This range may vary based on the candidate's location, skills, and experience. In addition to a competitive salary, the role may include commission-based earnings and discretionary bonuses, along with equity participation and other benefits.

Corelight takes pride in fostering a diverse and inclusive workplace. We believe that diverse perspectives strengthen our company and enhance problem-solving capabilities. Our commitment is to create an environment where individuals from various backgrounds, experiences, and talents can thrive and contribute meaningfully to our mission.

A typical day for an Account Executive at Corelight involves strategizing on client engagements, conducting meetings with potential customers, and coordinating with internal teams to ensure alignment on solutions. You’ll spend time on prospecting, managing your sales pipeline, and maintaining relationships while staying informed about industry trends that influence client needs and our product positioning.

To effectively build relationships with C-suite executives, it's important to demonstrate value through industry insights and a deep understanding of their business challenges. Tailoring conversations to align your cybersecurity solutions with their specific goals can foster trust and facilitate ongoing communication.

In value-based selling, it's critical to focus on delivering tangible outcomes rather than just pushing a product. Share examples where you've identified client needs, aligned your solutions to their objectives, and demonstrated the business value that resulted from your engagement.

When faced with a challenging sales scenario, it's essential to stay composed and adapt your strategy. Describe a situation where you identified roadblocks and utilized your consultative approach to address concerns, keeping the communication open while guiding the client back toward the value of your solutions.

Accurate pipeline management relies on meticulous tracking of leads and consistent communication. Describe how you utilize CRM tools, set reminders for follow-ups, and regularly review your forecast to adjust to market changes or new opportunities, ensuring you're always aligned with your sales goals.

Passion for cybersecurity and the impact it has on protecting organizations motivates me deeply. Discuss how seeing the tangible results of your efforts in helping clients strengthen their security posture drives you, along with the personal satisfaction you derive from closing deals and contributing to team success.

Collaboration with cross-functional teams is crucial for alignment and success. Share how you establish open lines of communication between departments, leverage diverse skill sets, and ensure that everyone is working toward common objectives that ultimately benefit the client.

Staying current in cybersecurity requires continuous learning. Elaborate on how you utilize industry publications, webinars, and professional networks to keep abreast of new technologies, threats, and best practices, which you can then share with clients to position your offerings effectively.

Handling objections effectively involves active listening and empathetic communication. Explain how you validate the client's concerns, provide relevant data or case studies to counter objections, and reframe the conversation to highlight how your solutions address their specific issues.

Understanding your ideal customer profile is critical for focused sales efforts. Describe the characteristics of organizations that benefit most from Corelight’s solutions, such as those in need of advanced cybersecurity measures. Highlight how these clients align with your experience and success in previous sales roles.

AI is transforming the cybersecurity landscape, offering advanced tools for threat detection and response. Discuss how you integrate AI insights into your sales narrative, highlighting how Corelight leverages these technologies to enhance client security and drive decision-making in your sales strategy.