ORCA Security Senior Account Executive 

Sweden 

37711561

Highlights:

• High-growth: In just 4 years, we’ve reached milestones that take other companies a decade or more. In the last two years, we’ve doubled our employee count, tripled our customer count, and rapidly expanded our product capabilities.
• Disruptive innovation: Our founders saw that traditional security didn’t work for the cloud—so they set out to carve a new path. We’re relentless pioneers who invented agentless technology and continue to be the most comprehensive and innovative cloud security company.
• Well-capitalized: With a valuation of $1.8 billion, Orca is a cybersecurity unicorn dominating the cloud security space. We’re backed by an impressive team of investors such as Capital G, ICONIQ, GGV, and SVCI, a syndicate of CISOs who invest their own money after conducting their due diligence.
• Respectful and transparent culture: Our executives pride themselves on being accessible to everyone and believe in sharing knowledge with the employees. Each employee has a place in shaping the future of our industry.

ABOUT THE ROLE:

• Create, build and develop territory plan including target accounts, pipeline generation planning, channel partner alignment and vertical focus.
• Close new business opportunities in your region independently and cooperatively.
• Negotiate and bring to closure customer agreements to exceed booking and revenue quota targets.
• Target key decision makers in prospect accounts and channel partners in the assigned territory.
• Support and drive channel partners engagement in assigned regions.
• Establish and maintain existing relationships with key decision makers (typically at CISO level) and partners in the security industry to drive sales strategy and goal attainment.
• Cross functionally collaboration with Channel, Sales Engineering Marketing, Sales Operations, Legal, Product and Customer Success, to drive engagement at both the individual contributor and executive level.
• Report accurate pipeline and sales stage using Salesforce.com

ABOUT YOU

• 5+ years of Cybersecurity enterprise sales experience and understanding of the security competitive landscape.
• Executive level contacts in the region and prior sales experience hunting net new accounts.
• Experience of working with and existing relationships with channel must.
• Repeated top performer in your region with stable record with at least 2+ years in each organization or upward growth within the same.
• Excellent communicator both written and verbal to adeptly explain complicated concepts to a variety of audiences and skill levels.
• Demonstrated experience with target account selling, solution selling, and/or consultative sales techniques. Value Framework and/or MEDDPICC experience a plus.