• Senior Sales Executive, Cybersecurity

    Location US-IL-Chicago | US-CA-Culver City | US-CA-Agoura Hills | US-IL-Northbrook | US-CA-Morro Bay | US-CA-Fremont
    Job ID
    2018-10195
    # of Openings
    2
    Job Category
    Sales
  • Overview

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    Contribute to a safer and more Cybersecure world!  At UL, thousands of us around the world have one common purpose – to make the world a safer and more secure place to live. We clear the way for our customers to introduce the latest products, technological advances, and systems in an increasingly complex  and challenging Cybersecurity environment so they can provide peace of mind to the market. Our integrity is woven throughout our company and shapes the way we approach and deliver our solutions. We are proud that the work we do every day has a meaningful contribution to society. We continue to build upon our legacy of trusted expertise and partnership to keep our communities safe and cybersecure now and in the future.

    Responsibilities

    The Senior Sales Executive, Cybersecurity is primarily responsible for selling UL’s Cybersecurity Assurance solutions to new and existing customers headquartered in the United States.  This role requires a significant consultative approach to selling, typically at the customer executive level.  This is an opportunity to use your existing Cybersecurity knowledge and experience to match UL Cybersecurity solutions with customer business challenges!  Collaboration with existing Sales teams, Cybersecurity Specialists, and other stakeholders is essential.  The person in this role will be a Cybersecurity subject matter expert who is critical to UL’s success in that area.

     

    • Demonstrate a deep understanding and use of consultative selling approaches/ROI based sales
    • Provide thought leadership on cybersecurity trends and market intelligence to create new solutions/services for customers
    • Develop and cultivate new business and building a pipeline through various lead generating activities.
    • Build and maintain customer relationships while focusing on influencers and decision makers
    • Prepare and deliver proposals and presentations to customers, including senior executives
    • Create compelling value propositions for clients, understand the buying process and competitive positioning.
    • Coordinate and collaborate with internal functions: sales, business development, marketing and engineering teams
    • Leverage sales tools, such as MSD and Marketo to win leads and close orders
    • Deeply understand customer cybersecurity needs, strategy and org structure, understand their business challenges to deliver the best solution
    • Follow up and support sales cycles of multiple projects whose requirements often change over time
    • Meet and exceed assigned sales order targets
    • Coach and mentor other sales colleagues and extended cross-functional team in selling Cybersecurity solutions.

    Qualifications

    • Bachelors or equivalent degree in Business or Science.
    • 8 years Cybersecurity sales experience
    • Cybersecurity Business Development experience is also preferred.
    • Ability to collaborate with regional sales teams and Cybersecurity Specialists to drive sales.
    • Excellent written and verbal communication skills, including presentation skills
    • Ability to collaborate cross-functionally with internal business stakeholders.
    • Independent achiever; pro-active, high-energy and self-motivated including effective prospecting.
    • Ability to travel extensively and work outside the office.
    • Experience or familiarity with Microsoft Dynamics CRM is a plus.

     

    Competencies:

    • Results Orientation
    • Sense of Urgency
    • Customer Focus
    • Leadership
    • Communication skills (listening, written, verbal)
    • Interpersonal Skills

     

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