Strategic Account Executive - Mid Atlantic

As a Strategic Account Executive at Corelight, your primary responsibilities include developing and managing relationships with key internal and customer partners, specifically focusing on C-suite decision makers within the Mid Atlantic territory. You'll need to demonstrate an intimate understanding of Corelight's cybersecurity solutions and how they provide value to customers. Additionally, meeting or exceeding quarterly sales quotas, maintaining accurate pipeline management, and collaborating cross-functionally are essential components of the role.

To be considered for the Strategic Account Executive position at Corelight, you should have a minimum of 6 years of experience selling enterprise SaaS solutions, particularly within the cloud or security sectors. Proven success in managing multiple stakeholders, a consultative approach to sales, and familiarity with formal sales processes are also crucial. Experience with value-based solution selling and a strong track record of sales in a geographic territory will set you apart from other candidates.

Corelight is committed to fostering a positive work culture that emphasizes diversity, collaboration, and employee growth. As a Strategic Account Executive, you will be provided with resources and tools necessary to succeed, including access to a knowledgeable partner ecosystem and opportunities for professional development. The company also supports a mix of remote and office work, ensuring that all employees feel connected regardless of their location.

Successful Strategic Account Executives at Corelight exhibit strong communication skills, both for relationship-building and positioning our solutions effectively. Proficiency in value-based selling, the ability to adapt to changing circumstances, and strong pipeline management skills are essential. Being consultative, having a professional approach to customer engagement, and a track record of managing accounts within the cloud or cybersecurity ecosystem are also key attributes for success in this role.

Corelight offers a competitive compensation package for the Strategic Account Executive position, which ranges between $280,000 and $340,000 USD. Factors like your location, skills, and experience will play a role in determining the final offer. Additionally, a percentage of your compensation may come from commission-based elements, and there are opportunities for equity and other benefits.

When building relationships with C-suite executives as a Strategic Account Executive, I would focus on understanding their unique business challenges, demonstrating genuine interest, and providing tailored insights. Listening actively and aligning Corelight’s cybersecurity solutions with their organizational goals is key to establishing a trusted advisor relationship.

In my previous role, I implemented a consultative selling strategy that began with a thorough discovery phase, allowing me to identify clients' pain points more effectively. By positioning our solutions as tailored answers to their specific challenges, I was able to close several high-value deals, exceeding my sales quotas within that quarter.

To manage my sales pipeline effectively, I categorize opportunities based on their stage in the sales process and their potential value. Utilizing CRM tools for tracking progress, setting reminders for follow-ups, and regularly assessing which accounts need immediate attention has allowed me to stay organized and focused on closing deals.

Once, I faced a situation where an unexpected budget cut from a prospective client jeopardized the deal. I proactively engaged by proposing a phased implementation of our solution that would allow for lower initial costs while addressing their immediate needs. This approach demonstrated my commitment to finding viable solutions and ultimately helped close the deal.

Collaboration is vital in my approach as a Strategic Account Executive. I ensure alignment not only within the sales team but also with other departments such as marketing and technical support. By fostering relationships across these areas, I can leverage their expertise to provide comprehensive solutions that meet customer needs effectively.

When faced with objections, I listen carefully to understand the underlying concerns and then address them constructively. Providing relevant case studies or statistics to reassure the customer about our solutions' effectiveness helps mitigate fears and demonstrates my commitment to their success.

To consistently meet my sales quotas, I set measurable goals and deadlines for myself while leveraging data analytics to identify high-potential leads. Additionally, deducing patterns from previous successful sales has allowed me to prioritize my efforts on opportunities most likely to convert.

I make it a priority to stay informed about cybersecurity trends and emerging threats by regularly reading industry publications, attending webinars, and participating in community discussions. Keeping up to date on these issues allows me to provide more relevant insights to my clients and position Corelight's solutions effectively.

To align Corelight's solutions with a client's specific needs, I would start by conducting a thorough assessment of their current security posture and identifying any gaps. From there, I'd tailor my presentation of Corelight’s offerings to address their unique challenges, emphasize expected outcomes, and demonstrate how our solutions can enhance their overall cybersecurity strategy.

Corelight stands out due to its unique combination of Open Source technology and proprietary solutions. The ability to provide comprehensive visibility into network and cloud activities through machine learning and behavioral analysis is unmatched. I would emphasize this differentiation during discussions with potential clients to showcase our innovations in the cybersecurity domain.