Enterprise & Strategic Account Executive – Africa

The key responsibilities of an Enterprise & Strategic Account Executive at OffSec include developing a territory strategy focused on strategic accounts in Africa, managing the full sales cycle from prospecting to closing high-value deals, and collaborating with both customers and partners to position OffSec as a trusted provider of cybersecurity training solutions. You will also need to engage with C-level executives and be prepared to conduct compelling product presentations.

To be considered for the Enterprise & Strategic Account Executive role at OffSec, candidates should have at least 7 years of experience in enterprise sales, specifically selling B2B SaaS or cybersecurity training solutions. Additionally, 3 years of experience should be in the African market, along with a proven track record of exceeding sales targets and strong negotiation skills.

OffSec supports its Enterprise & Strategic Account Executives by fostering a remote-first, flexible work environment. With competitive salaries and performance-based incentives, OffSec also provides numerous opportunities for career growth and development within the fast-paced cybersecurity training market, ensuring team members have the resources they need to thrive.

Successful candidates for the Enterprise & Strategic Account Executive role at OffSec need strong pipeline generation capabilities, excellent communication skills, and a consultative sales approach. A high-performance mindset and adaptability to changes in a fast-paced environment are also essential, along with proficiency in tools like Salesforce and LinkedIn Sales Navigator.

Beneficial sales experience for the Enterprise & Strategic Account Executive at OffSec includes having a solid background in B2B sales, particularly in cybersecurity solutions or technical training products. Additionally, experience with solution selling methodologies and a track record of closing six-figure deals will greatly enhance your candidacy.

To answer this effectively, highlight specific examples of your previous roles in enterprise sales, particularly focusing on your experience in B2B environments and with cybersecurity solutions. Be sure to mention your success in exceeding sales targets and how these experiences would help you excel at OffSec.

Explain your relationship-building strategy, emphasizing the importance of understanding the client's business needs and challenges. Discuss any specific methods or tools you use to engage effectively with executives, such as conducting educational meetings or tailoring presentations to their areas of interest.

Discuss how you maintain an organized sales pipeline through regular updates and accurate forecasting. Mention any sales management tools you're familiar with and describe your approach to prioritizing leads and managing opportunities through the sales cycle.

Describe your understanding of the procurement cycle and how you've successfully navigated complex processes in previous roles. Share a specific example of a deal you secured within a challenging enterprise environment and how you addressed obstacles.

Highlight your tailored presentation style and the importance of understanding the client's needs before creating your presentation. Share specific techniques used, such as using data-driven insights or engaging storytelling, to capture the client’s attention.

Explain your approach to objection handling, including the importance of active listening and empathy. Share a specific situation where you turned an objection into an opportunity while interacting with a client.

Discuss any solution selling methodologies you are familiar with, like MEDDPICC or Challenger. Share how you've used these approaches successfully in previous roles and how they would be applicable to selling OffSec's products.

Provide a concrete example that illustrates your ability to build relationships. Highlight the steps you took, challenges faced, and how your actions resulted in retaining the client long-term.

Discuss your experience leveraging partnerships to drive sales. Emphasize the importance of collaboration and how using alliances can help accelerate revenue growth in your target accounts.

Your response should reflect on the increasing threats organizations face and the necessity to equip their workforce with the right skills. Highlight OffSec’s unique value proposition in closing the cybersecurity skills gap.