The role: Sales Executive
Reporting into the Regional Inside Sales Director, The Sales Executive is directly responsible for Imperva’s Net New Logo Sales in a designated territory, utilizing advanced marketing automation tools.
You should be experienced in methodically screening the market for new sales opportunities, have a deep understanding of emerging industry trends and leverage your expertise to broaden your network of industry contacts through customer referrals, use of social media, appearances at conferences, etc.
You will have a broad group of internal & external business relationships that has been built over time and be recognized as a thought-leader in your field by adding value to your customers.
This is a classic “hunter” role and we are looking for someone who is resilient, self-driven and who enjoys and prefers a high risk, high reward comp model.
Responsibilities:
Target Account planning
Develop account-specific value proposition
Demonstrated success navigating complex sales cycle
Knowledge of navigating business organization structures, buying influences and purchasing processes
Achieve monthly, quarterly, yearly revenue goals and defined objectives. Provides weekly forecast metrics and updates to direct manager
Contact customer on an ongoing basis – proactively check-in 4 times per 1st year
Liaise with internal stakeholders, e.g Technical Services, Customer Success, Senior Management, when appropriate
Make expansion/cross-sell proposal based on account plan – in collaboration with outbound SDRs in the 1st year of service
Collect and capture customer and competitive insights during negotiation
Negotiate and close the deal/ensure renewal
Work closely with the Regional Teams to plan and execute high impact demand generation activities such but not limited to email campaigns, PPC, targeted banners, 1st response notifications etc
Serve as the 1st point of contact to inbound enquiries
Maintain accurate customer relationship and knowledge base in management systems
Ability to create, forecast and close deals - proficient in tracking / forecasting deals in SFDC
Provide product demos remotely
Develop & build pipeline via Up / X-sell activities within installed accounts
Experience selling enterprise software licenses / SaaS / On-premise & virtual products
Experience in a selling methodology e.g (Challenger, SPIN, Solution Selling, etc.)
Experience participating in customer discovery/technical calls that expedites the sales cycle
Cross-functional collaboration & experience with Channels/VARs, Marketing, Order Entry, ProServ, Legal, etc.
Effectively understand & successful usage of a sales quote tool (Apptus, etc.)
Might request occasional travelling and out-of-hours activities
Qualifications:
Minimum 4-5 years sales experience
Must speak Japanese and English (Korean is an advantage)
Bachelor’s degree preferred
Must have excellent written communication skills
Must have excellent verbal and interpersonal communication skills and present a professional image in person and over the phone
Must maintain a positive attitude, be a self-starter, dependable and take pride in work product
Demonstrated ability to take initiative to get things done and work collaboratively with others; strong team player
Efficient, organized, and have the ability to set priorities and meet deadlines; able to work independently
Strong organizational and time management skills; ability to work with a high sense of urgency within established time lines, exercising consistent follow-through/follow-up when necessary
Trusted to handle details of a highly confidential and critical nature and use excellent judgment at all times.
Meticulous eye for detail, accuracy, high standards of presentation and the ability to anticipate, react and thrive in an ambiguous environment