Develop a comprehensive plan for achieving assigned quotas within a fiscal period, incorporating Territory Planning, Account Planning, and Close/Win Planning
Possess experience selling into your applicable region having understanding of the ICP and buyer personas within your region. This includes experience selling into international and/or multi-national accounts if applicable
Regularly update and maintain planning tools to facilitate cross-functional discussions, deal reviews, and engagement with Executives
Efficiently manage your time and calendar to ensure the completion of essential tasks and responsibilities
Recognize expectations and proactively address any obstacles that may hinder meeting those expectations, communicating with your manager as needed
Assess opportunities in the pipeline to derive accurate forecasts for a given time period, ensuring forecasts are within a 10% +/- margin at week 8 forecast
Identify the correct buyers for Cyara's solutions and services
Execute company campaigns, meet outbound call and email targets with high-quality leads that can be converted into opportunities
Possess a deep understanding of the value provided by Cyara solutions and services
Articulate the value proposition of Cyara as a company, emphasizing its competitive advantages
Recognize negotiation opportunities and effectively use trading and bargaining techniques with customers to achieve mutually beneficial outcomes
Appropriately leverage discounts and promotions as economic levers during negotiations
Demonstrate the ability to overcome obstacles and secure contract agreements and purchase orders
Exhibit in-depth knowledge, accuracy, and skill in positioning Cyara as a company and its solutions
Understand relevant competitors, their strategies, and how Cyara compares
Address competitor advantages raised by buyers and successfully sell against competitors
Let’s talk about your skills/expertise:
2+ years proven SaaS sales experience
Professional demeanor with a positive attitude, focusing on problem-solving and "How can I" rather than dwelling on challenges
Collaboration with colleagues globally, proactively contributing to the success of both your immediate team and the larger organization
Commitment to fostering a collaborative environment and working together to achieve team goals
Solid technical acumen in order to add value to customer discussions and translate product strengths into business benefits
Proven track record in closing deals
Strong time management skills and high degree of self-motivation
Strong work ethic with a desire to drive for results
Deep commercial awareness and successful business management track record
Demonstrated experience of selling to high-value contracts involving multiple decision makers
Experienced background in developing and managing commercial relationships
Excellent presentation skills
Must be highly organized, resilient & motivated to sell
Proficient in CRM tools, ie. Hubspot, Salesforce or other
This range indicates OTE. Individual pay is determined by skills, qualifications, experience, and location.
Seniority level
Not Applicable
Employment type
Full-time
Job function
Sales and Business Development
Industries
Software Development
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