Commercial Senior Account Executive, Xage Security
More information about location
Zero trust cybersecurity
Job no longer available
Zero trust cybersecurity
101-200 employees
Job no longer available
More information about location
101-200 employees
Company mission
To protect critical infrastructure - energy, utilities, defense, manufacturing, logistics & supply chain, and many more.
Role
Who you are
- The successful candidate would have a proven track record of building customer relationships, closing new bookings, delivering ICS, IIoT, security, cyber security and/or operations software products directly with customers and through partners
- Ability to build strong and actionable relationships in complex situations with multiple stakeholders, from C-suite to operational personnel
- Strong deal-making and negotiating skills
- Familiarity with and understanding of the industrial ecosystem across the territory
- Entrepreneurial and high energy
- Understand sales stages, documenting, updating daily/weekly in CRM and have strong working knowledge of CRM tools (HubSpot preferred) and hold yourself accountable to a high standard of data integrity
- Provide monthly and quarterly sales forecasts and prepare for an present at QBR’s
- Work collaboratively with functional peers including Product Management, Customer Success and Marketing
- Experience with comprehending and conveying technical details
- Experience managing global customers
- Cybersecurity technology sales and business development experience is a plus
- Experience in a start-up or entrepreneurial environment is a plus
- 10+ years of relevant business development and sales experience
- Willingness to travel up to 50% of the time
- Excellent English written and verbal communications skills
What the job involves
- Xage is looking for a highly motivated Sr. Account Executive for our enterprise sales business in the Americas
- This person is responsible for establishing and developing business through existing and new clients
- Additional responsibilities of this role are to work with the end-users, customers/prospects, industrial operators, partners and system integrators to build strategic advisor relationships and capture sales opportunities
- Your focus will be on developing and driving specific end customer opportunities and bookings directly and through partners
- You thrive in a start-up environment, being fast paced, self motivated and are a task master
- You are proactive in your approach and control your own destiny, refusing to accept anything less than a successful outcome
- You strive to be the absolute best at what you do and are an expert at time management. Experience in Pacific Northwest, Calgary, SLED
- Be inquisitive by nature and drive structure in everything you do. Last but not least, a Rolling up your sleeves attitude is very important – Xage is still a startup and a very lean And ambitious company – in our team, we balance speed with precision and execution
- Develop and build pipeline of customer accounts in specific industry verticals
- Work with large industrial end-users to bring them on as Xage clients, and work with the end-users’ existing Systems Integrators to facilitate the adoption of Xage
- Work with Xage marketing, product management and engineering to help forge the right client relationships, from first contact through delivery
- Drive and negotiate pricing and commercial terms with customers
- Build success stories utilizing a consultative approach, leading to reference-able wins
- Evangelize Xage, including Xage’s vision and approach at industry events
- Contribute to and work with the Partner GTM plan including target customers, partners, and channels
- Assist/make recommendations in recruiting partners as a part of overall partner business strategy
- Strategy and execution of joint marketing events and activities with partners
- Identify, qualify and develop new opportunities through prospecting and networking
- Manage and maintain your territory’s sales pipeline and target key accounts and vertical markets for development
- Consistently achieve assigned monthly, quarterly and annual sales revenues/quotas and other regional objectives established by the VP of Sales/CRO
- Manage the day to date activities of sales personnel dedicated to your region. This includes inside sales representatives and sales engineers
- Utilize channel sales resources in your region as necessary
- Stay abreast of competitive industry and market intelligence and provide feedback in this area to executive management
Our take
Over 1,000 major global organisations, including Microsoft, Dell, and the U.S. Air and Space forces, use Xage Security products and automation solutions to protect the industrial internet of things (IIOT). The company's keystone solution is the Xage Security Fabric, a blockchain-based management and security network for the IIoT.
This approach allows for zero-trust, fine-grained control over every element in a system. This includes secure access, as well as the establishment and enforcement of asset security rules. Overall, Xage's offering simplifies traditional current systems, that run on a cocktail of tools, and drastically reduces the impact of any cybersecurity breaches.
This is especially valuable for Xage’s target market, where the infrastructure tends to be fairly old and therefore inflexible. The company has grown fast over the last few years, raising funding along the way to support expanded R&D and go-to-market efforts.
Steph
Company Specialist at Welcome to the Jungle
Insights
46% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Nov 2023
$20m
SERIES B
May 2022
$6m
SERIES B
Total funding: $72m
Company benefits
- Full health, dental, vision insurance
- We will process visa transfers and immigration
- Work with founders and executives closely and participate in all aspects of company building
- Early stage opportunity in a massive sized market with proven traction and growing rapidly
Company HQ
Evergreen Park, Palo Alto, CA
Leadership
Roman Arutyunov
(Co-Founder & SVP of Product)Spent a decade at Tropos Networks, ultimately serving as VP of Product Development. Subsequently held VP roles at Both ABB and Mimosa Networks.
Susanto Irwan
(Co-Founder, President & CTO)Spent over a decade as Senior Director of Engineering and Product Architect at Arxan Technologies, then moved into a Senior Director of Engineering role at Shape Security.
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