Enterprise Account Manager

Description

Penlink, the leading authority in digital intelligence, offers comprehensive solutions tailored for law enforcement, national security, the defense sector, financial institutions, and enterprises. Our expertise lies in seamlessly integrating extensive digital evidence with open-source intelligence gathered from a vast array of sources, harnessing the power of AI for critical insights.

This role will play a critical part in growing Penlink’s Private Sector/Enterprise customer base and helping position Penlink’s platforms to fit the needs and desired outcomes of Enterprise customers.

The Enterprise Account Executive will lead the sales process for prospective accounts while maintaining and growing existing accounts in the specific geographic territory. The position will continually ensure territory growth by developing strong business relationships with new and existing clients, planning and executing strategies and sales tactics for lead generation and closing deals, and conducting presentations, site visits, conference booth work, and demonstrations to prospects that represent Penlink in an effective, professional manner.

This is a remote position, and its territory will cover the western US

Requirements

YOUR RESPONSIBILITIES

• Growing Penlink’s footprint through prospective and existing clients
• Delivering consultative and value-based selling focused on positioning Penlink’s products as an integral part of prospects security, intelligence, and threat investigation processes.
• Identifying key prospects and contacts within the territory
• Developing and managing key relationships with prospective and existing clients
• Educating existing and new clients on current and upcoming products and services
• Initiating sales through pro-active means including outbound calling, email, etc. and providing sales literature and product information to clients
• Providing feedback about our products, competitor’s products, and competitive landscape to appropriate internal individuals for strategic planning purposes
• Traveling to trade shows and client sites to present products and services
• Producing quotations and closing deals to meet agreed upon performance standards
• Coordinating and administering follow up activities such as documenting conversations in CRM database, processing quotes/orders, lead tracking, marketing campaigns, scheduled call backs or rep visits
• Working with Channel Partners and resellers in prospecting and account alignment
• Handling incoming inquires and customer service calls in a back-up capacity
• Other duties as assigned

YOUR COMPETENCIES

• Ability to successfully sell to a variety of professionals in security, external cybersecurity, threat intel, brand governance, risk, and other applicable roles
• Professional presentation skills with the ability to give high-level presentations to individuals at key accounts
• Strong verbal and written communication skills
• Ability to network and build relationships with key prospects and high-level executives
• Ability to work independently as a self-starter and being self-motivated
• Ability to work well with members of the sales team, key members of leadership, and other teams to drive sales in assigned territory
• Detail-orientated to calculate quotations and order quantities correctly and accurately enter them into database
• Working knowledge of Microsoft Windows, Excel, Word, and Outlook
• Lifting booth materials and equipment (as much as 50 lbs) to set up and tear down tradeshow booths, as well as demonstration kits
• Must be able to travel on a regular basis both car and airplane transportation
• Valid driver’s license and good driving record required

YOUR EDUCATION & EXPERIENCE

• College degree or equivalent education and work experience
• Two plus years managing a sales territory
• Minimum of two years of presentation/demonstration experience
• At least two years required of in-field (face-to-face) and phone sales experience in a business setting
• In-field territory management experience preferred
• Cybersecurity, Threat Intel, or Risk software sales experienced preferred
• Sales certification or methodology experience preferred (Sandler, MEDDPICC, etc).