Account Exec - Enterprise (Cleveland)

About the role

The Enterprise Account Executive is a major contributor to Arctic Wolf fast-growth success who drives and quarterbacks new account acquisition in the small to medium enterprise market. Working with our SEs, channel, field events, customer success and sales development teams, the AE holds responsibility and accountability for achieving sales goals.

Responsibilities

• Consistently achieve quarterly and annual sales quotas through a solid, measurable sales process while conducting detailed and professional sales campaign suited to the greater complexity of Enterprise opportunities.
• Identify net new Enterprise prospects in assigned territory through discovery calls, regular partner meetings, events, partner registrations and personal prospecting.
• Manage multiple sales cycles and customer priorities with 10-20 Enterprise sales opportunities each quarter while also navigating long-term strategic opportunities.
• Master competitive offerings and differentiation to focus on customer requirements and outcomes ensuring effective opportunity qualification and tactical positioning on sales campaigns, particularly focused on how AWN best serves the Enterprise customer.
• Collaborate with internal lead generation resources to establish pipeline of business and expand opportunities within the territory.
• Be the key person to build solid rapport with prospects while acting as the team quarterback to keep the sales process moving forward. This requires being the leading voice for internal collaboration.
• Lead weekly territory calls and establish strong lines of communication between pre-sales engineering, marketing, channel, inside sales and other business development resources.

Requirements

• Ability to communicate effectively, in writing and verbally, with both customers and colleagues at all levels
• Ability to work independently and as part of a team
• Solid level of technology, spreadsheet and CRM utilization
• Experience of successfully translating and communicating key technical concepts to both technical and non-technical audiences
• Ability to develop and retain currency in rapidly developing technological, competitive, and product environments
• Collaboration and leadership skills within sales team, in cross-functional setting, with customers and resellers
• Skilled in selling techniques within a proven sales process framework
• 2-5+ years direct or channel sales experience with strong prospecting ability
• Experience working in a collaborative team environment
• A proven track record of consistent sales quota achievement
• A proven track record of selling in the NC market
• Experience selling SaaS, Security, Services in technology.
• Bachelor's Degree
• On-Camera Policy
• To support a fair, transparent, and engaging interview experience, candidates interviewing remotely are expected to be on camera during all video interviews.
• Being on camera fosters authentic connection, improves communication, and allows for full engagement from both candidates and interviewers.
• We understand that technical, bandwidth, or location-related challenges may occasionally prevent video use. If this applies, candidates are required to notify us in advance so we can explore appropriate accommodations.
• About Arctic Wolf

Benefits

Additional Information

At Arctic Wolf, we're not just navigating the cybersecurity landscape - we're redefining it. Our global team of dedicated Pack members is driving innovation and setting new industry standards every day. Our impact speaks for itself: we've earned recognition on the Forbes Cloud 100, CNBC Disruptor 50, Fortune Future 50, and Fortune Cyber 60 lists, and we recently took home the 2024 CRN Products of the Year award. We're proud to be named a Leader in the IDC MarketScape for Worldwide Managed Detection and Response Services and earning a Customers' Choice distinction from Gartner Peer Insights . Our Aurora Platform also received CRN's Products of the Year award in the inaugural Security Operations Platform category. Join a company that's not only leading, but also shaping, the future of security operations. Our mission is simple: End Cyber Risk. We're looking for an Account Executive - Enterprise to be a part of making this happen. Location Remote -- must be based in Cleveland Ohio.

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