Principal Account Executive (Italy & Iberia)

Our Principal Account Executives are key individuals who prospect, maintain, and expand relationships with accounts in assigned territories. You will be responsible for the full sales cycle including outbound prospecting, building pipeline, and closing business. We are looking for PAE's who are self-starters with a hunter mentality, exhibiting a consultative selling approach with our customers and channel partners.

What you’ll be doing:

• Learn the product offerings to become a subject matter expert for key clients.
• Develop account and territory sales plans and strategies for assigned customer base to meet assigned sales quotas and goals.
• Conduct outbound prospecting and maintain key relationships to educate current and potential clients on products and services.
• Prepare and present sales proposals and quotations to clients.
• Organize, track and maintain client account and contact information, as well as prospect updates in CRM database.
• Review and negotiate complex agreements and be the primary contact for Veracode.
• Own and resolve general sales inquiries pertaining to accounts and respond to RFPs.
• Collaborate across the organization with business development, marketing, services, pre-sales engineering, renewals, development, and executive teams to ensure successful go to market strategies.
• Attend and participate in trade shows and seminars as needed.
• Participate in other tasks or projects as requested by supervisor/manager.

What we’re looking for:

• 5-8 years of Sales experience selling B2B applications; on-demand/SaaS, IT Infrastructure Management
• Fluent in Italian desired
• Proven track record of selling to technical audiences like Security, Dev/Ops and IT Operations, and C-Level suite
• Strong business acumen and a proven history of quota over-achievement
• Ability to adapt to a rapidly expanding and changing environment at a high growth company
• Ability to work in both direct and channel selling environment
• Clear understanding of procurement, negotiations and deal closing
• Force Management experience desirable
• SFDC or equivalent CRM experience
• Travel required of up to 20%