Strategic Account Executive - Northeast (NY / NJ / MA)

The Strategic Account Executive at Corelight is responsible for cultivating relationships with C-suite executives, demonstrating deep knowledge of our cybersecurity solutions, and effectively positioning them based on industry insights. This role also entails meeting quarterly sales quotas, maintaining accurate pipeline management, and aligning with Corelight's partner ecosystem to seize market opportunities.

To qualify for the Strategic Account Executive position at Corelight, candidates should have a minimum of 3-5+ years of successful experience in selling enterprise SaaS solutions, particularly in the cloud or security sectors. A strong background in value-based solution selling and the ability to manage multiple stakeholders effectively are also essential. A relevant degree or equivalent cybersecurity experience is preferred.

Corelight supports Strategic Account Executives through a robust ecosystem of partnerships, training, and resources that enhance sales strategies. With access to advanced AI-assisted workflows and a collaborative team environment, you will be equipped to not only reach but exceed your sales goals while maintaining alignment with company objectives.

Compensation for the Strategic Account Executive role at Corelight varies based on location, experience, and skills. The expected range is between $300,000 to $340,000 USD, and may include commission-based incentives, discretionary bonuses, equity, and additional benefits, rewarding your efforts in a tailored way.

Corelight fosters a collaborative, inclusive, and growth-oriented culture. As a Strategic Account Executive, you'll be part of a geographically distributed yet connected team, with opportunities to work remotely or from office locations. The company values diversity and aims to create an environment where everyone can thrive, using their unique backgrounds and experiences to contribute to solving complex cybersecurity challenges.

When selling cybersecurity solutions to executive-level clients, I focus on understanding their unique challenges and business needs. I research their industry practices, listen actively to their concerns, and then position Corelight's solutions as aligned with their goals to provide clear value and measurable outcomes.

My experience with pipeline management includes using CRM tools effectively to track opportunities, forecast sales accurately, and identify areas needing attention. I prioritize maintaining up-to-date records, which helps me manage relationships more efficiently and provides visibility into my sales performance.

To build strong relationships with clients, I believe in consistent communication, personalization, and follow-up. I make an effort to understand their business objectives and offer value, whether through insights, resources, or genuine check-ins, which fosters trust and long-term partnerships.

Challenges in sales often include overcoming objections and competitive landscapes. I address objections by being prepared with data and case studies, while also finding common ground with clients through their needs. Continuous learning and adapting my strategies based on feedback have also been integral to overcoming these challenges.

I stay updated with trends in cybersecurity and cloud solutions by subscribing to industry newsletters, attending webinars, and engaging in professional forums. I also prioritize networking with peers and thought leaders in the field for firsthand insights into emerging best practices and innovations.

In a recent project, I led a cross-functional team to secure a deal with an enterprise client. By aligning our product’s capabilities with the client’s operational challenges and presenting tailored solutions, we successfully demonstrated value and secured a multi-year contract exceeding our initial sales targets.

When managing multiple accounts, I prioritize tasks based on urgency and impact, leveraging organizational tools to keep track of deadlines and communication. I block time for strategic planning and ensure that I stay engaged with all clients by setting clear expectations on response times and availability.

Teamwork plays a vital role in my sales approach. Collaborating with marketing, product, and technical teams helps me create comprehensive solutions for clients. Sharing insights and strategies internally not only enhances my approach but ensures that we present a united front with clients.

To demonstrate value in a technical product like Corelight's, I focus on translating complex features into business outcomes. I tailor my pitch to address the specific pain points of the client while using clear metrics to illustrate how our solutions can impact their bottom line positively.

To qualify leads effectively, I utilize a combination of open-ended questions and established qualification frameworks to assess need, budget, and purchasing authority. This helps me prioritize high-potential opportunities and tailor my sales approach to meet the unique needs of each prospect.