Strategic Account Executive - South East

As a Strategic Account Executive at Corelight, your main responsibilities include developing relationships with customers, particularly C-suite executives, and creating opportunities to showcase how Corelight's cybersecurity solutions can meet their needs. You'll also manage sales targets, maintain an accurate sales pipeline, and ensure strategic alignment across the organization while working collaboratively with partners to optimize market chances.

To qualify for the Strategic Account Executive role at Corelight, candidates should have 3-5+ years of experience successfully selling enterprise SaaS solutions, particularly in the cybersecurity sector. Familiarity with managing multiple stakeholders, proficiency in value-based solution selling, and strong account management skills are also essential. A BA or equivalent in a technical or business field is preferred, as is a solid understanding of complex technical products.

Corelight provides tremendous support for its Strategic Account Executives through extensive training and resources that help develop a deep understanding of our cybersecurity solutions. You will also have access to collaboration tools and a network of internal experts to assist you in building relationships with clients and partners, along with ongoing professional development opportunities to enhance your skills.

The sales process for a Strategic Account Executive at Corelight involves understanding client needs, demonstrating the unique value of our solutions, and engaging with key decision-makers. You'll be expected to execute a structured sales process while utilizing qualification frameworks to assess client readiness and tailor your approach, ensuring successful conversions and account growth.

The Strategic Account Executive at Corelight is expected to travel regionally as necessary, particularly within the Southeast territory. Travel is integral to building strong relationships with clients and meeting with key stakeholders to promote our cybersecurity solutions effectively.

When building relationships with C-suite executives, my approach involves first understanding their business objectives and challenges. I focus on positioning myself as a trusted advisor, demonstrating how Corelight’s solutions can align with their strategic goals, thereby fostering a strong, enduring partnership.

My sales process for promoting enterprise SaaS solutions involves researching the prospect’s industry and needs, initiating contact to understand their challenges, presenting tailored solutions, and following up to handle any objections or questions, while maintaining an authentic relationship throughout the sales cycle.

To exceed sales quotas, I use a mix of strategic networking, continuous relationship management, and employing data analysis to identify high-potential leads. I set realistic yet ambitious goals, stay adaptable to changes in market dynamics, and leverage Corelight's robust partner ecosystem for added opportunities.

When facing objections, I first listen carefully to understand the client's concerns fully. I then provide precise information and address each objection with facts and relevant examples of how Corelight’s solutions have successfully addressed similar issues for other clients, thereby helping them feel more secure in their decision-making.

I employ CRM tools for effective pipeline management, regularly reviewing my sales pipeline to prioritize potential leads based on their readiness and engagement levels. Keeping my pipeline organized with timely updates ensures I don’t miss opportunities to follow up and advance conversations toward a close.

In a previous role, I closed a complex sale by thoroughly understanding a client's intricate needs, crafting a tailored proposal over several consultations, and built trust by being transparent throughout the negotiation. It culminated in a strategic partnership where our solutions provided significant value.

I stay informed about cybersecurity trends by following leading industry publications, attending webinars, participating in relevant forums, and networking with industry peers. This keeps my knowledge current and enriches my conversations with clients, allowing me to provide valuable insights.

Collaboration is vital in my sales approach as it enhances decision-making and enables me to leverage diverse expertise. By working cross-functionally within Corelight and with partners, I can provide comprehensive solutions that meet client needs more effectively.

Balancing multiple accounts requires diligent organization and prioritization. I use scheduling tools, set clear expectations with stakeholders regarding communication frequency, and delegate tasks when necessary, ensuring all accounts receive the attention they need for successful engagement.

Corelight’s solutions are unique due to our foundational reliance on open-source technologies, which offer unmatched visibility into network activity. Our transformative approach enables clients to turn complex data into actionable insights, positioning them ahead in the cybersecurity landscape.