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At Censys, our mission is to bring internet visibility and intelligence to the world’s security teams. Our platform not only identifies potential threats, but provides actionable insights and enables proactive defense strategies. Founded by researchers and practitioners, we are deeply committed to the quality, trustworthiness, and transparency of our data and results. As our own strongest critics, we continuously innovate to better understand the Internet and empower our customers with the visibility they need to succeed.
Role Summary:
In this Strategic Alliances Account Executive role, you’ll be one of the first people to join the new global Strategic Alliances team. Your primary objective will be to sell the Censys Internet Intelligence Platform to Incident Response firms, Global Systems Integrators, and Federal Systems Integrators.
It’s an exciting time to join a small team that’s solving an exponential problem. Every day, you’ll represent Censys to C-Levels, principals and partners, threat hunters, and cybersecurity practitioners at the largest IR, GSI, and FSIs in the world. We’re creating a new category, and we’re looking for people who want to leave their mark on our culture, voice, and emerging industry.
The ideal candidate will have deep knowledge of the IR and SI landscape and strong industry relationships. We require our sales team to have a consultative approach and be committed to solving our customers' problems before the monetary gain. You must demonstrate all the behaviors associated with a high performance but team-centered sales culture, specifically managing a pipeline, delivering results against a quota, and maintaining productive client and partner relationships.
In this role, you will report to our Director of Strategic Alliances.
#TLDR:
- Territory: Global Systems Integrators and Incident Response Firms.
- Objective: $1M + new business
- AE Supporting Resources: Channel Friendly, Inbound Marketing Leads, Field Events, Dedicated Sales Enablement and Operations, Internal trainings and certifications
- Team: Reporting to our Director of Strategic Alliances, working with an experienced Sales team of AE’s, SE’s, SDR’s and CSMs.
- Understanding the Business/Press: Growth: #33 on NatSec100, 2023 Series C & Growth. Unique visibility into new vulnerabilities, ICS Exposures, medical devices on the Internet, etc.
Customers: Cisco, Google, Microsoft, Bloomberg, HSBC, Stanford Medical, PwC, NTT, Tokyo Marine, Airbus with 288,000 users across the globe.
What You’ll Do:
- Drive Sales Strategy: Develop and execute a comprehensive sales strategy for targeting Incident Response (IR) firms and FSI/GSIs. Align sales initiatives with the Global Sales team, Federal Sales Team, and GTM Leadership.
- Prospecting: Leverage existing networks, establish new relationships, monitor relevant bid-boards, and attend industry conferences to proactively identify new IR and FSI/GSI opportunities.
- Client Relationship Management: Build long-term relationships with existing IR and FSI/GSI partners to further develop service offerings, engagements, and solutions.
- Sales Execution: Lead the full sales cycle from prospecting to closing. Present Censys’ offerings, conduct product demos, and negotiate win-win agreements based on value selling. Close large, complex deals involving multiple executive-level stakeholders.
- Market Insights: Stay informed about industry trends, competitive landscape, and evolving customer needs. Use these insights to tailor sales pitches and identify new revenue opportunities.
- Collaboration: Work closely with internal teams (Sales Engineering, Product, Marketing, Customer Success) to ensure a seamless customer experience and align on solutions that meet IR and FSI/GSI needs.
- Forecasting: Develop and maintain a substantial pipeline of qualified opportunities, and consistently maintain an accurate forecast.
- Meet and Exceed Targets: Exceed activity, pipeline and revenue goals on a quarterly basis.
What You’ll Bring:
- 7+ years of IR, GSI/FSI, or cybersecurity sales experience with a perspective on their pain points, programs, and requirements
- 5+ years of experience in Cybersecurity, Incident Response, Threat Intelligence, or Government roles
- Experience managing and closing complex sales-cycles using solution selling techniques with a consistent track record of success against +$1M quotas
- Experience selling at an early stage company where product(s) are in their infancy where you have ownership in building sales enablement
- Skilled in virtual presentations, online web demos, and remote sales processes
- Willingness to travel to customer sites regularly
- Proficiency using SalesForce.com
Bonus Points:
- Active security clearances and polygraph
- Knowledge or experience in open source intelligence
- Understanding of MEDDIC, Force Management or Value Selling
Our target salary range for this role is between $250,000 USD and $325,000 USD + equity.
In addition to our great compensation package, our benefits are effective on day one and include but are not limited to: 401k match, health, vision, dental, and more! Please see our careers page for more details.
Our roots are in Ann Arbor, Michigan with location hubs in Seattle, the Bay Area, and Washington D.C. Our innovation is fueled by the team’s global perspectives. For this role, we are open to remote employees across the continental US. Travel for this role is expected to be approximately 30%.
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