Strategic Account Director

S&M – Sales
Horangi wants to build a safer Cyber Space and are looking for great people to join us on this journey.

We are looking for an experienced Strategic Account Director to play a pivotal role in producing revenue within the direct sales team. In this role, you will actively and consistently attain Horangi’s monthly and quarterly sales targets and always deliver customer-focused business results.

The Strategic Account Director (SAD) is a quota carrying sales role. This role exists to effectively identify and qualify sales opportunities within Horangi’s target accounts. The role is expected to deliver Horangi’s differentiated message to key decision makers, demonstrating how Horangi develops business focused cyber security engagements that deploy their unique service and software solutions allowing the customer can focus on their core business without fear from an increasingly hostile and complicated cyber-environment. SADs will conduct much of their business inside but will be expected to visit the customer onsite when required to move the sales process forward. The SAD will manage their time and customer engagement effectively to deliver the highest revenue return by activity type.

Horangi’s Strategic Account Director shall be a trusted adviser to assist our customers to navigate digital transformation and digital growth safely and without fear.

What you’ll be doing:
Develop and execute a detailed territory plan that includes a complete list of target accounts (TAS) and the routes, plays and personas needed to access these prospects.

Deep understanding of pipeline development and pipeline diversification. The ability to answer questions including: what pipeline coverage do I require to maximize on-target success? What is my gap and what activities do I need to undertake to fill them? What are the sources that contribute to my pipeline and how do I ensure I have a good mix of large and small opportunities?

Applying time and intelligence to move prospects through Horangi’s sales cycle – from prospecting to close.

Using multi-channel communication to communicate with decision makers within prospects and customers to drive the next step in the sales cycle.

A clear understanding of where each opportunity is in the sales cycle, making sure the buyer journey aligns to the sales process and being able to use MEDDICC to test opportunity strength.

Extremely proficient in using navigating political structures and creating and running MAAPs to drive the desired outcome.

Business case development and a clear understanding of the impact in security (process, people, technology) gains for target businesses.

Appropriate and sustained levels of calls, emails and inmails to ensure engagement and drive each sales conversation to the next stage of the sales cycle.

This role demands continuous professional development. All SAE will continue to develop their capabilities to deliver Horangi’s messaging and move sales opportunities through the sales cycle.

What we’re looking for:
BA/BS or equivalent. Business specialization preferred.
5+ years in technology sales.
A clear understanding of pipeline development and management.
Proven ability to navigate opportunities through a sales process to a successful conclusion.
A team player, a winner.
Proficient time management and prioritization skills; proven abilities in a customer-oriented, fast-paced, deadline-driven environment.
Detail-oriented with strong attention to tactical execution and follow-through.
Self-motivated with a high degree of initiative and drive.
Excellent problem-solving skills and critical-thinking abilities.
Who we are:
At Horangi, we’re passionate about building a safer cyberspace and creating software that solves challenging cybersecurity problems. Horangi focuses on building partnerships with our customers, developing an understanding of their business goals and building a security strategy that helps achieve their objectives. Horangi’s personnel have extensive engineering experience and a strong background in penetration testing, incident response and cyber strategy management including both large multinational companies and hyper-growth technology startups. We enjoy solving tough security problems and we are eager to find new challenges while building strong relationships with our customers, partners and teammates.