Job Post

Inside Account Executive - Midwest

60 Wells Avenue
Newton, MA 02459

Job Description:

Inside Account Executives is responsible to meet their assigned quota. They develop new prospects and interact with existing customers primarily by phone to increase sales of product and services. Work with team members in the field including Account Executives, Engineers and Regional Director. Provide support to customers over the phone and may conduct field visits as necessary. They manage the full sales cycle of designated deals in their region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self-generated leads, performing product demos, answering industry, company and technical questions, negotiating terms and prices, and closing deals.


  • Follow up continuously on designated sales processes to advance them towards closing. Negotiate terms/pricing and close deals
  • Support Field AE’s, with activities such as spearheading RFP’s responses and quoting
  • Generate leads by scheduling and presenting in local seminars, phone/email campaigns
  • Targeting and penetrating at the CxO level, auditor and practitioner/IT level of organizations in the region
  • Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations
  • Follow up on incoming leads, schedule and present in remote or onsite meetings
  • Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
  • Perform bi-weekly meetings with the territory SE and Professional Services Engineers to assess the status of all existing accounts, and to expedite the rollout and up-sale/cross-sale processes
  • Schedule remote or onsite product evaluations performed by the territory SE
  • 10-20% travel


  • Bachelor’s Degree
  • 2-4 years as an enterprise software inside sales executive - security experience is preferred
  • Track record of success in working within sales team – repeatedly meeting or exceeding quota
  • Sales engineering,  programming and/ or technical implementation/support experience is a plus
  • Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement information security solutions
  • Knowledge of Information Security and/or Network Architecture desired
  • Excellent team work and personal accountability
  • Excellent client facing and communication skills
  • Ability to manage time well and constantly engage customers and prospects in order to fill the pipeline
  • Ability to apply technical skills in a business related role
Category: Sales & Business Development

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