Strategic Account Executive

• Overview
• Thrive in a supportive but independent workplace with the opportunity to grow as our organization grows.
• Carry a revenue quota to meet or exceed sales targets within assigned strategic accounts.
• Build strong relationships and interact with executives and C-Level customer contacts.
• Work with strategic SLED clients to manage and negotiate contract renewals, cross-sells and upsells.
• Expand SLED accounts across other business units and geographies.
• Use strategic selling motions to create meaningful relationships across existing and new teams with an account.
• Work with clients to establish business and technical goals & potential via regular technical discussions and Quarterly Business Reviews.
• Maintain a structured cadence with named customer accounts, build relationships, present Keeper solutions, troubleshoot challenges, manage issues with the broader Keeper team and close deals.
• Advise customers on best practices for securing and protecting their business against password related breaches.
• Proactively manage the success of a portfolio of assigned Keeper Security customers to deliver consistent value across the entire lifecycle.
• Demonstrate knowledge of Customer Success best practices, stay up to date on trends in the industry, and operate as a Customer Success and Cyber Security advisor to your customers.
• Understand and navigate account procurement practices to negotiate licensing contracts.
• Build strong customer relationships by maintaining high levels of engagement, adoption, and communication; conduct quarterly business reviews to ensure our clients are up to speed on their areas of vulnerability, new product features etc.
• Become a Keeper Security product expert for your customers; occasionally assist on Sales or Marketing calls/webinars as a Strategic Account Executive & Keeper expert.
• Drive customer advocacy in the form of references, referrals, and case studies.
• Perform data-driven reviews and analysis on customer portfolios to prioritize opportunity and risk; reliably renew and expand customer contracts, meeting and exceeding personal and team quotas.
• Champion and participate in the evolution of Keeper Security’s own Customer Success programs and processes; insist on excellence in our own Customer Success initiatives.
• Contribute towards the development of a strong team environment by upholding high work standards.
• Go the extra mile to ensure our customers are supported and successful.
• Create and present technical solutions to the C-Suite and executive boards.
• Travel to and from customer meetings (locally and nationally) and rent and/or operate a car on behalf of the company.

Qualifications

• 5+ years’ experience in full cycle or strategic growth Saa S sales; experience with growing strategic accounts in the SLED space is required.
• Experience working in the Cybersecurity or IAM industry is required.
• Motivated by solving problems for customers; demonstrated ability to anticipate challenges before they arise.
• Strong technical knowledge as it pertains to identity management software (SSO, Directory etc), implementation, onboarding & support.
• Experience working with and selling to SLED organizations, C-Level Executives, IT and Cyber Security Executives.
• Unrivaled sense of autonomy, ownership, and dedication to helping customers realize their intended value.
• Energetic and self-motivated; a team player who is also a proactive and creative problem solver.
• Aptitude for learning software; strong with business applications.
• Ability to manage multiple priorities while maintaining strict attention to details.
• Strong communication and interpersonal skills, both written and verbal; consistent diplomacy, tact, and poise when working through customer issues and escalations.
• Working knowledge of Salesforce. com and Salesloft.
• Undergraduate degree preferred (BA/BS).

Benefits and Additional Information

Note: This section has been omitted to focus on the core job responsibilities and qualifications.

All information retained in the responsibilities and qualifications above reflects the role requirements and expectations.

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