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Enterprise/Mid-Market Account Executive

3 months ago

Melbourne, Victoria, Australia Secure Code Warrior Full time

Join Secure Code Warrior to create a safer digital landscape by assisting companies to secure their software through developer-led practices

Secure Code Warrior's mission is to establish new standards for coding that transform the ways software is created. We do this by providing the world's leading agile learning platform that delivers the most effective secure coding solution for developers to learn, apply, and retain software security principles. More than 600 enterprises trust Secure Code Warrior to implement agile learning security programs, build safer software, and create a culture of developer-driven security. We are a venture-backed company with offices in Australia, the United States, Belgium, Iceland, and the United Kingdom.

In this exciting opportunity, you'll assume the role of Account Executive, taking charge of actively cultivating and overseeing new business ventures, both through direct engagement and channel partnerships, within an assigned territory. We are seeking an individual who ideally blends a strong sales background with expertise in Security or DevOps. Crucially, this role demands robust sales acumen, solid presentation and demonstration skills, and the capability to guide prospects through the sales process with minimal external support. Your primary focus will be on the Asia-Pacific territory. Although our organization operates remotely, we prefer that you be situated within your designated territory to better connect with local clients and partners.

As an Account Executive at Secure Code Warrior, your role encompasses a diverse range of responsibilities, all of which aim to drive growth and advocate secure coding principles.

Here's a breakdown of what you will do:

Hunt and Develop New Business Opportunities
  • Actively seek out and identify new enterprise and mid-market prospects who would benefit from our secure coding solutions.
  • Initiate meaningful conversations and build relationships with potential clients, showcasing the value of our offerings.
  • Continuously expand your network and client base through effective prospecting and outreach.
  • Build strong relationships with channel partners in order to gain access to accounts and progress deals faster to a close.
Expand Existing Business Opportunities
  • Cultivate and nurture strong partnerships with enterprise and mid-market clients.
  • Guide clients on their journey towards secure coding excellence, ensuring long-term collaborations and mutual success.
  • Identify opportunities to upsell and cross-sell our solutions to existing clients to maximize revenue.
  • Collaborate with the assigned Customer Success Managers and Renewal Specialists to understand the account's organizational structure and cybersecurity gaps and ultimately increase their commitment to and use of the SCW Product Suite.
  • Support in the renewal process where there is an opportunity to grow the account.
Deliver High-Level and Detailed Sales Presentations:
  • Prepare and deliver compelling sales presentations that highlight the benefits and effectiveness of our secure coding solutions.
  • Tailor presentations to the specific needs and challenges of each client, demonstrating how our offerings address their unique requirements.
Respond to RFIs/RFPs:
  • Effectively respond to the functional elements of Requests for Information (RFIs)
  • Requests for Proposal (RFPs) showcasing our capabilities and suitability for prospective clients.
Utilize Company's CRM:
  • Maintain meticulous records of client interactions, opportunities, and progress within the Company's Customer Relationship Management (CRM) system.
  • Leverage CRM data to track and manage your sales pipeline, ensuring efficient follow-up and lead management.
Attend Conferences and Seminars:
  • Actively participate in conferences, and seminars, both in-person and virtually, as well as regional and national events.
  • Network and represent Secure Code Warrior to build brand recognition and generate leads.
Manage a Realistic Sales Funnel:
  • Effectively manage and prioritize your sales funnel, ensuring timely follow-up on inbound leads.
  • Engage in strategic cold-calling initiatives, targeting large Fortune 500 and S&P 500 organizations to expand our client base.
Advocate Security and Continuous Learning:
  • Go beyond traditional sales by advocating secure coding principles to clients.
  • Stay up-to-date with industry trends, emerging threats, and evolving software development practices.
  • Share this knowledge with clients to provide them with valuable insights into enhancing their security posture.
What We Are Looking For:
  • We value candidates who are driven from within, particularly those who possess a robust understanding of the IT, security, and compliance landscape. Proficiency in areas such as DevOps, Vulnerability Management, Policy Compliance, Web Application Scanning, or other enterprise security solutions is highly desirable.
  • An impressive track record in the realms of prospecting, consulting, and successfully closing new business opportunities is essential.
  • Candidates must excel at presenting ideas and solutions. This includes the ability to convey professionalism in written responses to emails and RFPs and when crafting comprehensive reports.
  • Extensive experience in a similar role within the industry is a key requirement.
  • Exceptional written and verbal communication skills are a must.
  • The ability and willingness to travel within the designated sales territory are expected.
  • Candidates should be comfortable using videoconferencing tools to deliver presentations to prospects and clients, especially in a remote work environment.

Let's talk about benefits:

* Unlimited Paid-time-off;

* Remote first culture, with offices in Sydney if you wish to work more hybrid;

* Paid Parental Leave;

* Employee Share Option Plan;

* Volunteer Leave and Employee Assistance Programs; and

* Home Office Reimbursement

Secure Code Warrior is an Equal Opportunity Employer, embracing diversity in all its forms. We value every individual's unique background and perspective, as it enriches our culture and fuels innovation. We encourage people of all races, ethnicities, ages, religions, abilities, genders, and sexual orientations to join us and contribute authentically to our shared vision.


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