Account Executive, ISV and Marketplace

Join SADA as an Account Executive,  ISV and Marketplace!

Your Mission 

As an ISV and Marketplace Account Executive at SADA, you’ll be tasked with  ISV sales strategy and driving the execution of security partner sales across our ISV partner ecosystem. You will work closely with our key partners and our many SADA customer facing teams to identify and drive partner opportunities aimed at solving our customer’s biggest challenges. You will also act as the voice of our partners to educate SADA teams on the ISV strategy, solutions, customer use cases, and ideal customer profiles.  As part of the sales process, you will identify key decision-makers, profile accounts, assess revenue potential, and assist in closing deals.

Successful candidates will be highly motivated, will “figure it out”  in the face of ambiguity, and will have an entrepreneurial mentality combined with an analytical and data-centric approach. In this role, you will be building a high-growth partner business in their region from the ground up.  

Responsibilities:

• Work closely with SADA Security Solution Pillar leadership to build and execute go-to-market sales strategy for your  ISV partners
• Align with our Field Sales, Alliance Organization and the other customer facing teams to drive pipeline and closed business with partners via the Marketplace. 
• Meet or exceed revenue and performance metrics goals
• Partner closely with regional sales leader and become deeply familiar with the customers and pipeline in region
• Continuously evangelize and educate the regional customer teams on our priority partners, the strategy, and how to identify partner opportunities. 
• Guide opportunities through the business cycle from prospect to customer
• Develop programs designed to identify and qualify new business opportunities and expand SADA’s footprint within existing accounts
• Communicate directly with Partners and prospects; recommend high-level solutions based on their needs; develop rapport and gather the information that will allow us to improve our relations, qualify the opportunity, and close business
• Input data in CRM and other key systems related to partner leads and opportunities
• Enthusiastically participate in sales meetings and training to improve your performance, enhance your skills, and help build departmental expertise
• Increase the effectiveness of tools and communication channels by recognizing opportunities for innovation and proactively implementing new systems and processes

Pathway to Success 

#ThinkOneStepAhead: At SADA we are in the business of change. We are focused on leading-edge technology that is ever-evolving. We embrace change enthusiastically and encourage agility. This means that not only do our teams know that change is inevitable, but they embrace this change to continuously expand their skills, preparing for future customer needs. 

Your success starts by positively impacting the direction of a fast-growing practice with vision and passion. You will be measured quarterly by the breadth, magnitude, and quality of your contributions, your ability to estimate accurately, customer feedback at the close of projects, how well you collaborate with your peers, and the consultative polish you bring to customer interactions.  

Expectations

Customer Facing - You will interact with customers and partners on a regular basis, sometimes daily. Common touchpoints occur when doing customer discovery, qualifying potential opportunities, at project kickoff, throughout the engagement as progress is communicated, and at project close. You can expect to interact with a range of customer stakeholders, including engineers, technical project managers, and executives.

Onboarding/Training - The first several weeks of onboarding are dedicated to learning and will encompass learning materials/assignments and compliance training, as well as meetings with relevant individuals. Details of the timeline are shared closer to the start date. 

Job Requirements

Required Credentials:

• Bachelor’s Degree in a related field

Required Qualifications: 

• Previous sales experience is required
• Previous experience using customer relationship management software
• Experience in having high-level conversations with C-level executives
• Understanding of cloud computing and the business benefits it provides
• The ability to present complex technology in a way non-technical people can understand
• Excellent presentation skills
• Excellent communication skills (verbal & written)

Useful Qualifications:

• Experience with technology sales preferred
• Product and solution knowledge of market trends in security and Google Cloud
• Experience working with or managing technology partners