Present a thorough territory plan within first 90 days
Meet with CIO's, Network Directors, Managers, Engineers and other key stakeholders in installed accounts and target accounts
Close both net new accounts and existing accounts
Identify and close quick, small wins while managing longer, complex sales cycles
Keep Salesforce opportunities updated including close date, next steps, and forecast stage
With SE, position and conduct proofs of concept that address customers business drivers
Understand customers’ procurement process in detail
Prioritize opportunities and apply appropriate resources
Understand strengths/weaknesses of the competition

4-year degree or 7+ years of sales experience in performance management domains of network performance, application performance, or systems performance
5+ years of field sales experience in the performance management domains of network performance, application performance, or systems performance
Valid driver’s license and access to a vehicle for frequent travel
Understanding of network industry & trends
Experience in selling direct and through channels
Trained in solution selling methodology such as Miller-Heiman, Customer Centric Selling, Solution Selling, Challenger
Experience in framework solutions such as HP OpenView, Tivoli, Netcool, BMC, and/or Computer Associates
Familiar with OSI model

Account Executive – Network Performance

Key skills