Account Executive

Sales /
Full Time /
ZEDEDA, the leader in IoT edge orchestration, delivers visibility, control, and security for the IoT edge, with the freedom of deploying and managing any app on any hardware at scale and connecting to any cloud or on-premises systems. IoT edge solutions require a diverse mix of technologies and domain expertise and ZEDEDA enables customers with an open, vendor-agnostic orchestration framework that breaks down silos and provides the needed agility and futureproofing as they evolve their connected operations. Customers can now seamlessly orchestrate intelligent applications at the IoT edge to gain access to critical insights, make real-time decisions and maximize operational efficiency. ZEDEDA is a venture-backed Silicon Valley company, headquartered in San Jose, CA, with offices in India and Germany.
About the Position: Account Executive, Sales (San Jose, CA or REMOTE, USA)

Job Duties:

        Work with key named customers and partners to grow revenue
        Build relationships across enterprise accounts to uncover new opportunities
        Develop strategic account plans to build a strong pipeline and exceed quota objectives
        Lead customer relationships and sales cycles to assist customers in their purchase decision through business presentations, strategic solution discussions, aligning on requirements and goals, product demonstrations, delivery of value proposition and proposals, negotiation, and closing excellence
        Build and leverage a strong partner network
        Drive high-value initial contracts designed to capture customer stickiness and license growth over time
        Manage customers to ensure successful edge deployments, contract renewals, and the ability to use as a reference
        Forecast for the region weekly and meet sales goals each quarter

Required Skills:

        Ten years of outbound sales experience with deep solution selling expertise, preferably selling innovative SaaS offers into complex enterprise  environments
        Experience selling IoT, Virtualization, and/or Cloud technologies
        Experienced closer understanding of the connection between OT business drivers and IT buying patterns
        Ability to drive a business outcome-focused sales process, mapping stakeholders and capturing timing and budget to drive a deal through the qualification to commit process quickly and predictably
        Preferred experience working at an early stage startup or selling next-gen but early-stage solutions at a more established company
        Excellent communication (written and verbal) and interpersonal skills
        Collaborative, team player who works well with others
        Strong self-awareness and social skills to handle difficult situations with understanding and composure
        Ability to travel (in the post-pandemic world) up to 50% of the time based on the needs of customers, prospects, and the organization