Key skills
Contract interpretationStrategic planningProductservice knowledgeRelationship sellingMEDDIC methodologySelling to Strategic/Major AccountsFederal System IntegratorsIndependenceDrive for successProject managementLeadershipProject ManagementStrategic PlanningCommunicationSales
About this role
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)