Senior Enterprise Account Executive (NSW, Australia)

Overview:

Dragos is on a relentless mission to defend industrial organizations that provide us with the necessities of modern civilization: running water, functioning electricity, and safe industrial working environments. As the market leader in ICS/OT Cybersecurity, we are dedicated to arming our customers with best-in-class technology, threat intelligence, and services to protect their systems as effectively and efficiently as possible. We’re a remote-first culture with operations in North America, Europe, the Middle East, and APAC. We’re looking for mission-oriented teammates who embody our core values of authenticity, transparency and trust. Are you ready to make a difference? Come join a mission that can save the world! 

About the role:

This is a critical role to drive revenue growth by identifying and pursuing new sales opportunities within the NSW territory, aligned with Dragos’ go-to-market strategies. This role is pivotal in nurturing and expanding our customer base while promoting the full suite of Dragos products, including the Dragos Platform, Threat Intelligence and Professional Services. Additionally, you will build long-term client relationships, focusing on driving new business while retaining and developing existing clients and partners in the ICS/OT market segment. 

  
Location: NSW, Australia (Remote) 

• Proactively identify and pursue new sales opportunities within the enterprise segment aligned to the Dragos GTM strategy (including selling to federal customers).
• Nurture and grow existing accounts in collaboration with Customer Success via renewals, up-selling, etc.
• Promote and sell the full suite of Dragos products including Dragos Platform, Threat Intelligence and Professional Services.
• Manage complex sales cycles with multiple stakeholders.
  Achieve and outperform quarterly sales quotas.
• Effectively collaborate with Sales Engineering, Channel, Marketing, and Executives on the development and implementation of customer account plans.
• Cultivate long-term relationships in your patch using a customer-centric approach. This includes expanding new business while growing existing clientele in the ICS/OT market segment.
• Work closely with Channel Account Managers to drive new business opportunities leveraging the channel ecosystem.
• Utilize effective sales methodologies (e.g., MEDDPICC) to drive deal qualification resulting in forecast predictability.
• Provide return on investment proposals that enable the customer to understand the value that Dragos can deliver.  

• Up to 10 years of experience as a successful Enterprise Account Executive in the Cybersecurity space, preferably with some experience in the ICS/OT market segment. 
• A deep understanding of the cybersecurity market including its key players, market trends and technology advancements.
• A proven track record of consistent quota attainment. 
• Experience successfully selling enterprise software solutions with channel partners.
• Exceptional relationship management skills (up to and including c-level). 
• Skilled in building rapport and meaningful connections with customers, prospects and partners.
• Skilled in questioning prospects and negotiating complex sales deals. 
• A strong teamwork approach; able to partner closely with pre-sales solution architects, channel managers, product owners and technical specialists to achieve aligned business outcomes.
• A strong ability to operate successfully in a startup environment including being autonomous, self-driven and a problem-solver that can work with limited resources and in a changing environment.  
• Alignment to our sales team culture: confident but humble, intrinsically motivated, high energy and passion, geared towards constant personal development, high investment in customer outcomes, able to succeed autonomously while being an exceptional team player.

• OTE: 375,000 AUD 
• Competitive Equity Package 
• Comprehensive Benefits Plan 

Dragos is an Equal Opportunity Employer and considers applicants for employment without regard to race, color, religion, sex, orientation, national origin, age, disability, genetics, or any other basis forbidden under federal, state, or local laws. All new hires must pass a background check as a condition of employment.
 
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