Account Executive - Cyber Security & Business Intelligence (Stellenbosch / JHB) at Cyberlogic

PURPOSE OF POSITION:

The Account Executive – Cyber Security and BI will be responsible for creating and executing on a Go-To-Market plan to develop new client relationships. They are motivated by the challenges and excitement of growing a business through creative thinking and collaboration, and above all have a strong drive to support client priorities by matching them with robust and viable solutions. A successful candidate will consistently be sourcing, solutioning and closing net-new logos to the highest level of customer satisfaction.

Key components of the role will include:

• Establishing professional and consultative relationships with client stakeholders, up to C-level where applicable, across a range of small, mid-sized and large accounts by developing a core understanding of their unique business drivers and matching them with solutions that align to the clients’ OKRs (Objectives, Key Results)
• Crafting proposals and closing deals that result in consistently meeting/exceeding sales targets
• Collaborating cross-functionally with other relevant teams across the business to create and refine strategies, processes, and policies that drive organisational growth
• Collaborating with external business partners (vendors, OEMs, etc.) to drive mutually beneficial outcomes for shared prospects and clients

KEY RESPONSIBILITIES:

• Developing Sales Plan: Develop a comprehensive sales plan to reach and exceed sales quota both on an annual and quarterly basis.
• Lead Generation: Build and execute on strategies to identify and seek out new leads and opportunities in the Cyber Security, and Business Intelligence (BI) market.
• Account Planning: Define clear plans to convert prospects to closed won opportunities. Identify and reach decision makers and key influencers and can persuade them to take-action by leaning on best-practice sales methodologies.
• Industry Knowledge: Constantly refresh insight, knowledge and understanding of broad IT technology industry, solutions and strategies.
• Presentation and Proposal Building: Professionally and effectively communicate Cyberlogic’s solutions to new prospects through presentations, written proposals, RFP responses and regular business correspondence.
• Pipeline Management: Follow the sales processes/procedures including creating and maintaining a monthly/quarterly sales forecast and excellent CRM hygiene.
• Vendor/Partner Ecosystem Management: Build relationships with key partner/vendor stakeholders to execute joint account and market development opportunities which leads to new solutions and revenue sources ensuring mutual alignment and maximisation of co-selling opportunities.
• Data/Performance Analytics: Assist in monitoring and analysing objectives and key results (OKRs) to evaluate the effectiveness of sales campaigns. Contribute insights to optimise strategies and improve ROI of sales/demand generation activities.

KEY REQUIREMENTS:

• Outstanding commercial sales acumen derived from previous experience in a sales or account management role, preferably within the IT/Cloud services, Cyber Security, or Data Analytics and Intelligence industries.
• A demonstrable understanding of one or more of the following disciplines: IT & Cloud Infrastructure and Services, Cyber Security, or Business Intelligence and Data Analytics.
• Strong analytical skills and the ability to derive actionable insights from data.
• Must be comfortable working in a fast-paced environment and have a demonstrated desire to grow and achieve personal and work goals.
• Meticulous attention to detail.
• Ability to collaborate effectively within a cross-functional, geographically dispersed team.
• Proven ability to work autonomously in a remote / hybrid environment.
• Exceptional organisational, presentation, and interpersonal skills.
• Exceptional written and verbal communication skills, including the ability to tailor messaging to suit differing personas and business priorities.
• Leadership qualities and a deep desire to nurture those skills and competencies.

QUALIFICATIONS & EXPERIENCE:

• 5+ years of relevant B2B sales and/or account management experience.
• An excellent sales track record selling technology solutions within the following fields: Cyber Security, Business Intelligence and Analytics, Technology Solutions, SaaS.
• Bachelor's degree in Business, Technology or a related field. Additional education/certifications are desirable.
• Experience in acquiring key new logo customers (Hunting).
• Skilled Solution Seller with a shown ability to build proposals.
• Ability to operate up to a C-Level within our prospects & customers (CIOs, CTOs).
• Familiarity with established sales methodologies such as MEDDIC or Value Selling preferred.
• Familiarity with CRM tools such as Salesforce, HubSpot, or similar is desirable.
• Leadership experience (formal and/or informal) is a plus.

ADDITIONAL REQUIREMENTS:

• Own vehicle and valid driver's license is required (may be required to travel to clients/offices)