Indigo Consulting - IAM Experts

As an Account Executive at our company, you will play a crucial role in executing a territory sales strategy, developing strong customer relationships, and driving both new business development and existing customer growth. You will collaborate closely with internal teams to provide customized Identity & Access Management (IAM) solutions to address real business challenges. **Key Responsibilities:** - **Execute Strategic Sales Plans** - Drive territory sales strategy to achieve business growth and revenue goals. - Analyze market trends, identify high-potential industries, and personalize outreach for maximum impact. - Forecast pipeline and revenue accurately using CRM tools and reporting systems. - Collaborate with marketing, product, and delivery services to align on sales objectives. - **Grow & Retain Existing Customers** - Build and maintain strong, long-term relationships with assigned accounts. - Monitor account health, satisfaction scores, and usage metrics to drive value. - Identify upsell and cross-sell opportunities to expand client adoption. - Manage renewals and lead quarterly business reviews (QBRs). - **Develop New Business** - Proactively identify and engage mid-to-large enterprise prospects in target industries. - Use outbound tactics like cold calling, email campaigns, networking, and events to build a strong sales pipeline. - Conduct research to personalize outreach and address relevant business challenges. - Partner with OEMs and industry partners to create new opportunities. - **Own the Full Sales Cycle** - Lead end-to-end sales process, including prospecting, discovery, solution design, product demos, proposals, negotiations, and closing. - Work cross-functionally with solution engineers and security experts on complex enterprise deals. - Maintain accurate pipeline and customer engagement data in HubSpot. - **Build Trusted Stakeholder Relationships** - Engage and influence multiple personas, including C-suite executives and decision makers. - Lead consultative conversations to uncover pain points and deliver ROI-driven proposals. - Guide customers through internal approval processes and business case development. - **Communicate Value & Differentiate** - Clearly articulate how our IAM platform enhances security, simplifies compliance, and boosts operational efficiency. - Highlight competitive differentiators such as scalability, integrations, and ease of use. - Stay informed about market trends and competitive offerings. - **Negotiate & Close Deals** - Collaborate with the VP of Sales on pricing strategies and contract negotiations to secure multi-year, high-value deals while maintaining profitability. - **Collaborate & Continuously Improve** - Share customer insights with product and marketing teams to influence roadmap and positioning. - Participate in pipeline reviews, deal strategy sessions, and sales enablement initiatives. - Contribute to a culture of learning and high performance. **Qualifications Required:** - 5+ years of B2B sales experience, preferably in selling complex SaaS or security solutions to mid-to-large enterprises. - Proven track record of consistently meeting or exceeding sales targets. - Strong consultative selling, negotiation, and stakeholder management skills. - Ability to simplify complex technical solutions into clear business value. - Experience with IAM or cybersecurity solutions is a plus. - Proficiency with CRM platforms (HubSpot experience preferred). - Self-motivated, adaptable, and collaborative team player. - Willingness to travel. This role offers you the opportunity to work with cutting-edge IAM technology, collaborate with a high-performing team, competitive compensation package with performance-based incentives, and opportunities for professional development and career advancement.,