Enterprise Account Executive, US East

Remote, United States

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Graylog, Inc.

Graylog is a leading centralized log management solution for capturing, storing, and enabling real-time analysis of terabytes of machine data.

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Graylog is a leading enterprise log management system that enables fast and efficient log analysis in the areas of security, compliance, operations and DevOps. Our enterprise product enables large organizations to capture, store and analyze terabytes of machine data in near-real time, while our open project empowers individuals and small teams to perform basic log consolidation, analysis, and search functions at no cost.
We are a fast growing company with locations in Germany and headquarters in Houston, TX, serving customers all over the world.
At Graylog, you will find a diverse group of experienced professionals who love to have fun while meeting the needs of customers with the best solution and customer service available!
The Enterprise Account Executive for Graylog will have the opportunity to sell a comprehensive log management solution that solves the most critical issues faced by enterprise IT environments. Our solution is both tactical and strategic. We offer key differentiating features that consolidate  tools while saving money. 
You will cover all accounts in the East region and have the opportunity to leverage the brand name of an open source software solution that is deeply embedded within the IT systems community.

Responsibilities

  • Manage the sales cycle from qualified lead to customer for the mid and large enterprise market 
  • Identify key accounts, critical contacts within the accounts, the incumbent technology and the partner with the strongest relationship
  • Leverage the channel community as a prospecting mechanismIdentify current objections (price, product, competition, political factors) upfront in the process
  • Breakdown a procurement cycle from start to finish step by step
  • Utilize all systems available to identify contacts, forecasting, pipeline management, and leverage reports to drive business, create quotes 
  • Develop deep understanding of product capabilities and value propositionImplement aspects of territory and account management and development; identifying accounts with high "close" potential, qualifies and forecasting time frames to close business
  • Preparing standard quotations and proposal information as needed; working with other departments to create and finalize contracts
  • Assuming a consultative role in dealing with technical issues; utilizing solutions-selling methodology, strategic concepts, and techniques.

Requirements

  • 8+ years of experience successfully selling ROI-driven, networking/security solutions or Enterprise Software Solutions to C level decision makers
  • Deep experience building relationships at the executive level with a track record of closing deals in excess of six figures
  • Pipeline development methodology that’s proven successful
  • Detailed understanding of forecasting accuracyAbility to thrive in a fast-paced, high growth, rapidly changing environment that requires urgency to exploit opportunities
  • Previous experience selling SaaS solutions to commercial customers in this region.
  • Reside is in a US state east of the Mississippi
  • Ability to communicate technical and business value of Graylog solutions effectively to all prospective stakeholders
  • Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
  • Willingness to travel 25% or as business needs require
  • Preference for experience selling Open Source Software
Apply now and you will hear back from us soon.
Job perks/benefits: Startup environment
Job region(s): North America
Job stats:  3  1  0

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