Account Exec 4, Direct Sales

RSA Security is a leader in identity and access management, providing solutions for organizations globally. The Account Exec 4 role involves managing complex accounts, fostering relationships with senior leaders, and identifying business trends to enhance sales strategies.

Responsibilities:

• Supports large, complex accounts
• Gains access and manage relationships with senior level leaders and executives
• Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business
• Use complementary solutions from other areas of the business as a competitive strategy
• Interfaces directly with customers to ensure satisfaction with our solutions
• Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap
• Identify appropriate products and services to meet the full range of customer needs
• Identifies cost effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs
• Seen as an expert in a given segment and/or channel
• Point of contact for escalated issues
• Models and may coach effective team behavior
• Skillfully negotiate with others to achieve desired results/meet customer needs
• May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm

Requirements:

• 10+ years of related experience in a relationship selling role with a bachelor's degree
• 5+ years of successful selling to Strategic/Major Accounts
• Ability to work in a high-pressure environment
• Ability to work effectively with senior management
• Advanced knowledge of and skilled in contract interpretation, negotiations and project management
• Advanced knowledge of strategic planning
• Advanced knowledge of company products and services
• Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients
• Hunter and farmer mentality
• High drive for independence and success
• Experience with Federal System Integrators preferred (not selling through, qualifying experience is key)