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Account Executive - SME
The Small-Medium-Enterprises (companies with 250-3000 employees) Account Executive is responsible for driving the full sales lifecycle for net new prospects both direct and channel. Using the MEDPICC Sales Methodology to successfully engage, advise, negotiate and close prospect opportunities. You are able to identify and understand your prospects needs, pains, and desired outcomes to build effective business cases that demonstrates ROI and the Value Proposition of Qualys.
As an Account Executive SME, the ideal candidate will be required to have strong communication skills, be able to operate with C-levels within SME Market, engage and build relationships with Channel partners. The candidate will be required to present Qualys solutions and demonstrate the product in line with prospects requirements.
Responsibilities:
1. Build effective pipeline coverage to achieve your sales targets.
2. Identify and qualify leads, build relationships with decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and closing.
3. Work and drive Channel activity to support lead generation.
4. Manage forecast effectively using our CRM tool.
5. Develop relationships with C-level and other executive relationships.
6. Clear, succinct communicator – Using your customer’s language, you’ll help them clearly understand the value
7. Actively follow and support the Qualys Lead Generation activity
8. Demonstrate, prove and align product capabilities to support customer goals.
9. Respond to prospect questions on technical and business-related issues, including RFIs/RFPs
10. Maintain accurate and timely customer/prospect, pipeline, and service forecast data.
11. Occasional onsite customer visits / conferences / trade shows.
Required attributes
12. Ideal candidate will be self-motivated with knowledge of IT security and used to control typical business and sales processes.
13. Proven experience of new business sales.
14. Min 5+ years relevant experience.
15. Motivated, driven and results oriented.
16. Excellent English written and oral communication skills.
17. Hybrid Role (2 Days office based).
18. Ability to learn, understand and apply new technologies.
19. Familiarity with customer presentations and negotiations is desired.
20. Keep sales admin up to date and complete sales reports when necessary.
21. Capable of blending technical details with commercial requirements.
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