Startup Careers

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Account Acquisition Sales Executive at Venafi
Asia Pacific Region

There are 2 actors on a network, people and machines. People use user names and passwords to identify and get access to machines. Machines use keys and certificates to identify and get access each other. Venafi is the inventor of the technology that secures and protects keys the most important assets of Global 5000 companies. We are Warriors!

Are you passionate about making a positive impact and protecting the world from bad guys? If so, you may be a natural Venafi Warrior!

 

How you’ll be protecting the world:

Due to our fast growth, Venafi is urgently looking for a highly motivated Account Acquisition Sales Executive with a focus on new logo acquisition (hunter role).
 
The Account Acquisition Sales Executive will manage all sales activities for acquisition of new Logo’s (Customers) and own a target number of new Logo’s, where a minimum new revenue (ARR – Annual Recurring Revenue) will be required for the new logo to be recognised against target.  The position involves:

  • Developing new Venafi business opportunities within a set of target named accounts in the Victoria, Australia and New Zealand
  • Sell Venafi’s software and services to these target named accounts.

For these target named accounts, Account Acquisition Sales Executives will be responsible for executing sales cycles following the Venafi Playbook.

The Account Acquisition Sales 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 approved ecosystem at the regional level, including channel partners, technology partners and participation at local conference and events.

 

Key Result Areas:

  • Drive acquisition of New Logo’s (Customers) in a targeted list of strategic Global 2000 accounts direct and through Venafi channel partners.
  • 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 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 APAC region to foster a strong sense of community and information sharing among Account Executives.
  • Travel as necessary to client locations

 

The ideal Warrior will be armed with:

  • Minimum 7 years enterprise (ideally security or operational) 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 acquire new logo’s.
  • 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 mode. 

 

What sets you apart?

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

 

While you are busy protecting the world, we will protect you!

In addition to working with the best and brightest in cybersecurity, really cool office space and competitive pay we also provide a benefit package that is in the top 1%.  This includes time-off benefits of four weeks paid vacation, eleven holidays, and a “pick your own community service day.” We offer 100% employer paid premiums for both team members and their families. That includes health, dental, and vision insurance. YES, REALLY! We offer a 401(k) with company matching, company HSA contribution, 2x’s salary employer paid life insurance and parental leave. We even offer pet insurance!