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Account Executive - South Africa at Venafi
United States of America

Venafi is a rapidly growing cyber security organization, and the leader in managing, securing and protecting Machine Identities, the cryptographic keys and digital certificates that every organization depends on to improve security, increase operational efficiency and achieve better compliance. Due to our fast growth, Venafi is urgently looking for a highly motivated Account Executive with a focus on new account acquisition and driving expansion within existing accounts.

 The Account Executive will manage all sales activities and own a new revenue (ARR – Annual Recurring Revenue) target for a defined list of existing accounts and target named accounts in a given territory.

  • Developing new Venafi business opportunities within a set of target named accounts in the South African region.
  • Managing renewals and driving the expansion and adoption of Venafi’s software and services in existing accounts.
  • Sell Venafi’s software and service to target named accounts, following a “land and expand” strategy.

 

In both existing and target named accounts, Account Executives will be responsible for executing sales cycles following the Venafi Playbook.

The Account Executive must have strong skills and experience educating and building relationships at the C-Level and in the selling of complex solutions in large and complicated customer environments.

Successful execution will also require the development of an ecosystem at the regional level, including channel partners, technology partners and participation at local conference and events.

Key Result Areas:

  • Drive top-line revenue (ARR) in a targeted list of strategic Global 2000 accounts direct and through Venafi channel partners
  • Drive adoption of enterprise agreements to ensure long term relationships and maximum contract value with Venafi.
  • Educate C-Level to get sponsorship on Machine Identity Protection projects. Strong focus on relationship building with executive decision makers.
  • Build trust and credibility at multiple levels in existing and target named accounts
  • Guide prospects through a methodical sales process (following Venafi Playbook) to facilitate decisions.
  • Ensure customer success with Venafi solutions.
  • Represent Venafi at local and/or industry events.
  • Maintain accurate CRM information.
  • Collaborate with other team members in Venafi’s Strategic Group to foster a strong sense of community and information sharing among Account Executives.
  • Travel as necessary to client locations (approximately 30-50% of time traveling).

 

Minimum Skills And Experience Required:

  • Minimum 7 years enterprise software sales experience to G2000 companies. 
  • Proven ability to sell enterprise level software to the most discriminating customers.
  • Proven ability to educate, build and maintain relationships with executive decision makers.
  • Proven ability to sell multiyear multi million dollars enterprise licensing agreements.
  • Proven track record of exceeding software sales revenue targets.
  • Excellent critical thinking & analytical skills a must.
  • Excellent communications and presentations skills a must.
  • Strong ability to write and create content in Word, Excel and PowerPoint
  • Proven ability to manage complex sales cycles
  • Experience selling a subscription software model

 

What Sets You Apart:

  • Security software sales experience.
  • PKI knowledge or experience.
  • Named, global or large enterprise account management experience.