Commercial Account Executive (TOLA Region)

Description
Exabeam is a leader in intelligence and automation that powers security operations for the world's smartest companies. As a global cybersecurity innovator, Exabeam provides industry-proven, security-focused, and flexible solutions for faster, more accurate threat detection, investigation, and response (TDIR). Learn more at www.exabeam.com .
As a Commercial Account Executive y ou will set and execute a plan to drive business across the suite of products for new business and account management functions in a defined market region to exponentially grow revenue. You will have success in lead generation, pipeline development and a strong Opportunity management track record while leveraging resources necessary to close sales and ensure customer success, including Partner and Sales relationships.

Responsibilities:

• Meet and exceed quarterly sales revenue goals within specified territory
• Drive products/use cases to existing customers and targeted new customers
• Build a solid operating cadence and focus around building pipeline, having Opportunity Plans, developing Mutual Action Plans (MAPs) and leveraging MEDDIC/MEDDPICC as a sales methodology
• Delivery a territory management plan that outlines within a specific territory, coverage plan, target prospects, customer footprint and partner coverage
• Apply value-based solution selling techniques and develop a culture of consultative sales
• Leverage our successful playbooks and enhance particular focus area
• Generate, develop and manage a pipeline of opportunities sufficient to consistently meet and exceed quarterly quota objectives
• Responsible for managing all aspects of the sales process on defined opportunities including ongoing qualification, demonstration, evaluation, close and implementation. Successfully manage and overcome prospect objections
• Follow up on all assigned leads to drive sales opportunities in a timely manner.
• Update opportunity status in SFDC to ensure accurate forecasting and deal history, for tracking and management reporting.
• Maintain complete and accurate records of all sales activity throughout the sales cycle in Salesforce.com.
• Gain and maintain product and competitive knowledge utilizing Exabeam resources including, but not limited to organized training, lunch and learns, internal technical contacts and management team.

Requirements:

• Proven track record of success in sales capacity, including over-achievement of sales revenue goals, accurate pipeline and forecasting management, excellent account management skills, and pipeline development.
• Experience successfully selling into a complex, competitive marketplace.
• Exemplary communication skills, coaching skills, and demonstrated good business judgment are required.
• A self-starter with a track record of successful experience selling to multiple executive levels within an organization.
• Ability to work with a high-energy sales team
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• Proficient with standard corporate productivity tools (salesforce.com, MS Office)

Education and Experience:

• Bachelor's degree in business or related area preferred.
• 2-4 years carrying revenue quota and full sales cycle ownership.
• Experience selling security, SaaS or software preferred.

Exabeam Total Rewards offers you: (US ONLY)
(Subject to applicate eligibility requirements)

• Extensive medical, dental and vision coverage to meet your healthcare needs and employer Health Savings Account contribution to help pay for health expenses now or in the future
• Generous 401(k) employer match to help you save for your future
• Paid Time off including "take what you need" flex time, volunteer day of service, your birthday, parental leave, holidays and more
• Widespread learning center for career planning and skill development to grow your career
• A culture of passionate, diverse, committed professionals

The annual starting salary for this position is between $60,000 - $74,000 annually
plus commission
, depending on experience and other qualifications of the successful candidate.
Bring your Whole Self to Work!
Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
Exabeam is proud to be an equal opportunity employer. We are committed to equal opportunity regardless of race, color, ancestry, religion, gender, gender identity, genetic information, parental or pregnancy status, national origin, sexual orientation, age, citizenship, marital status, disability, or Veteran status.
Exabeam and LogRhythm have merged. You can learn more about our cybersecurity powerhouse here .