Account Executive, Arctic Wolf

• Skilled in selling techniques within a proven sales process framework (MEDDPICC preferred)
• Passion for new business sales pursuits across small and medium sized enterprises
• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Solid level of technology, spreadsheet and CRM utilisation (Slack, Salesforce, Clari, Microsoft 365, CoPilot)
• Experience of successfully translating and communicating key technical concepts and financially based ‘business value’ reports to both technical and non-technical audiences, including C-Suite
• Strong reputation and partner contacts across the security & infrastructure reseller channel community
• Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
• Collaboration and leadership skills within sales team, in cross-functional setting, with customers and resellers
• Key Competencies
• Communication
• Drive for Results
• Peer Relationships
• Bachelor’s Degree
• 2-5+ years direct or channel sales experience with strong prospecting ability
• Experience working in a collaborative team environment
• A proven track record of consistent sales quota overachievement

Desirable

• The Enterprise Account Executive is a major contributor to Arctic Wolf’s continued success and fast growth in the region, driving and quarterbacking new account acquisition in the small to medium enterprise market
• Working with a paired senior pre-sales engineer and partnering with colleagues across channel, field events, customer success and sales development teams, the sales account executive holds responsibility and accountability for achieving new-business sales goals across the defined territory
• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Enterprise opportunities
• Identify net new Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting
• Manage multiple sales cycles and customer priorities with 15-25 Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory
• Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources