Superna is seeking a high-energy, results-driven Account Executive to drive new logo acquisition for our cybersecurity software solutions, with a focus on establishing and expanding relationships through channel partners (VARs) and manufacturers of data storage platforms. This individual will play a key role in prospecting, acquiring meetings with C-suite executives (CISOs, CIOs), and driving sales to secure long-term partnerships with new customers.
Key Responsibilities:
* Prospecting & Lead Generation: Identify and qualify new sales opportunities within the data storage and cybersecurity space, leveraging your deep knowledge of the industry and partner ecosystem.
* Channel Partner Management: Work closely with channel partners (VARs) and manufacturers of data storage platforms such as Pure, VAST, Qumulo, WEKA, and HDS to identify co-selling opportunities and maximize pipeline growth.
* Sales Cycle Ownership: Own the full sales cycle, from initial prospecting through to contract negotiation and closing, while ensuring an exceptional experience for customers.
* Strategic Networking: Build and nurture relationships with key decision-makers, particularly CISOs and CIOs, to understand their business challenges and position our cybersecurity software solutions as critical to their data security strategy.
* Consultative Selling: Utilize a consultative sales approach to understand customers’ needs, propose tailored cybersecurity solutions, and position the value of our products in protecting and optimizing their data storage environments.
* Target Achievement: Consistently meet or exceed sales targets, contributing to the company’s growth and revenue goals.
* Collaboration & Teamwork: Collaborate with internal teams, including sales engineering, marketing, and customer success, to ensure successful onboarding and long-term customer satisfaction.
* Market Intelligence: Stay up-to-date with trends and innovations in the cybersecurity and data storage markets, using this knowledge to inform sales strategies and remain competitive.
* Sales and Revenue Generation: Drive the full sales cycle from lead generation to closing, achieving or exceeding quarterly and annual revenue targets.
* Market Intelligence: Stay informed on industry trends, competitor activities, and market developments to position Superna’s solutions effectively.
* Reporting and Documentation: Maintain accurate and up-to-date records in Salesforce and provide regular sales forecasts and reports to Superna Leadership.
Qualifications:
* Proven Sales Success: Minimum of 5 years of experience in B2B sales, with a strong track record of overachieving sales targets in startup tech companies, especially in the cybersecurity, data storage, or related industries.
* Expert in Solution Selling: Deep understanding of cybersecurity software solutions and data storage platforms, with a proven ability to effectively sell complex, high-value solutions.
* Relationship Building: Strong network of contacts within the cybersecurity and data storage sectors, with the ability to develop relationships with C-suite executives (CISOs, CIOs) and other key stakeholders.
* Channel Sales Expertise: Experience working with and selling through channel partners (VARs) and manufacturers like Pure, VAST, Qumulo, WEKA, and HDS.
* Strong Communication Skills: Excellent verbal and written communication skills, with the ability to effectively present complex technical concepts to both technical and non-technical audiences.
* Self-Starter: Highly motivated and results-driven with the ability to work independently, manage your own pipeline, and deliver results in a fast-paced, entrepreneurial environment.
* Track Record of Success: Demonstrated ability to build and execute successful sales strategies and exceed sales quotas in a startup or high-growth tech environment.
Competencies & Attributes:
* Customer-Centric Mindset: Ability to listen to and understand client pain points, tailoring solutions to their unique challenges.
* Excellent Communication: Strong verbal and written communication skills for effective client presentations and proposal development.
* Analytical Thinking: Ability to assess market trends and customer needs, translating insights into strategic sales opportunities.
* Goal-Oriented: A self-starter with a drive to achieve targets and motivated by results.
* Adaptability: Able to thrive in a dynamic, fast-paced environment and adjust strategies in response to changing market conditions.
Total Compensation:
* Remote Work First policy
* Flexible Vacation policy
* Benefits that include medical (100% Employer Paid), dental, and vision plans
Research suggests that qualified people may self-select out of opportunities if they don't meet 100% of the job posting. Superna is eager to meet people that believe in our mission and can contribute to our team in a variety of ways - not just candidates who check all the boxes. We want people to feel comfortable expressing their true selves and to come, stay, and do their best work here. We still encourage you to apply even if you don't feel that you meet every single requirement.
Superna is an Equal Opportunity Employer. All applicants will be considered for employment without attention to race, color, religion, sex or gender (including pregnancy, childbirth and related medical conditions), sexual orientation, gender identity or expression, national origin, marital status, age, veteran, disability status, citizenship or immigration status, genetic information, and any other characteristic protected by applicable federal, state, or local law or ordinance (“Protected Characteristics”).