Enterprise Account Executive

About the Role

Employment Type: Full-Time

BlueCat and LiveAction offer complementary solutions to enhance network performance and security. LiveAction’s Network Intelligence platform transforms complex data into actionable insights, providing organizations with a comprehensive view of their network, from network and application performance to security. This enables enterprise teams to rapidly resolve network issues at scale, accelerate threat response, increase employee productivity, and reduce business risk. Meanwhile, BlueCat provides a suite of solutions that help network, security, applications, and cloud and DevOps teams optimize the IP environment, driving business outcomes forward. Together, these platforms empower organizations to maintain robust, efficient, and secure network operations.

We’re looking for an Account Executive - TOLA with a proven track record of exceeding large quota targets, an ability to foster strong executive-level customer engagement and has a demonstrable history of outstanding business management and collaborative skills. The Account Executive is responsible for increasing LiveAction market penetration, exceeding quarterly booking targets, and growing the book of business year over year.

Responsibilities

• Develop and execute the go-to-market sales strategies for existing and new accounts in alignment with the company strategy.
• Manage complex sales situation and large projects, including lead qualification, opportunity development, deal negotiation, closing, and product turn up.
• Build and nurture customer relationships to achieve business goals and ensure customer satisfaction.
• Make a significant contribution to building pipeline and closing net new sales.
• Orchestrate partner/distributor resources to drive opportunities to close.
• Work with Channel Account Managers (CAM) to scale through the partner channel and engage in joint selling opportunities to increase regional revenue return.
• Manage business forecasting (monthly forecast, weekly commit, and pipeline development) using Salesforce.com.
• Work closely with the engineering team to create integrated solutions that address complex problems focused on LiveAction’s value proposition.
• Work closely with the marketing team to continually update and refine solution positioning/messaging based on customer feedback and interaction.
• Present at industry events/tradeshows.

Qualifications

• Experience with the TOLA partner and distribution ecosystem
• Experience with Riverbed, Netscout and other NPM solutions is a plus
• Five or more years of competitive Enterprise New Business and/or Account Management experience in the network industry.
• Experience in developing business in an assigned territory to achieve pipeline growth over 100%.
• Proven track record of achieving or exceeding set sales targets throughout career history.
• Hunter mentality with proven experience in effectively building quality pipeline.
• Strong interpersonal skills (executive presence).
• Outstanding collaborator across groups and organizations.
• Ability to prioritize in a fast-paced rapidly changing environment.
• Knowledge of working with complex strategic accounts, including calls on key decision makers (CIOs, CISOs).