.About the Role:In this role, you will sell Abnormal Security solutions to your defined Enterprise level territory with the goal to overachieve new annual recurring revenue quota. You'll work State/Local Government & K-12 Education (SLED) accounts (> 3.5k mailbox organizations) from initial conversations through signing a contract and up-selling once they're a customer. You will be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.What you will do:Build pipeline by balancing five sources of lead generation:AE Sourced: Prospect into SLED accounts (> 3.5k mailbox organizations) within their territory using cold-calling, targeted emails and introductions through existing relationships.Marketing: Follow-up in a timely fashion on marketing-driven leads including going to events and following up with prospects, responding to inbound leads, and working BDR-sourced leads/accounts.BDR: work with BDR on targeted lists and roles / responsibilitiesChannel: work with channel partners to uncover new opportunitiesCustomer: work with customers to gain referrals and find add-on businessConduct discovery calls/meetings to uncover prospect pain points and needs. Assess whether there is budget, need and appropriate timing for Abnormal's product offerings.Work alongside sales engineering, product and founders to demonstrate and communicate Abnormal's value proposition to prospects. AEs will be communicating value throughout an organization to multiple personas including CISOs, Director of Security Operations, IT Analysts, Security Analysts, CIOs (in some cases) amongst others.Work deals until there is a mutual action agreement going into a proof-of-value (POV) with prospects so that their assessment of the product coincides with the business needs.Work with Sales Engineering to ensure that communication of POV effectively demonstrates value against what the prospect is looking for (i.E. Mutual Action Agreement).Work with prospects to negotiate with legal and procurement on deal terms and pricing. Use internal resources (legal, finance, business operations) to keep deals moving and get them to close.Working alongside Customer Success to uncover opportunity with customers for up-selling and/or cross-selling of additional products in the future.Document progress on deals (i.E. stages, notes) within SFDC to keep pipeline up-to-date for accurate forecasting.Communicate asks from prospects/customers to Product and Engineering teams for more customer-centric prioritization of our product roadmap.Accurately forecast expected revenue between +10% / -5%Must Haves:SLED Account Hunter: Demonstrated 5+ years of direct (vs. overlay) SLED experience prospecting, closing new logos and growing major accounts against incumbents.Skill in negotiating with State/Local Government and K-12 organizations and closing complex sales
