RSA - Mid-Market Account Executive

RSA - Mid-Market Account Executive

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play. 

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation and hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

The Account Executive will prioritize all job responsibilities without oversight, including customer contacts, to maximize business results and sales. They will sell to all stakeholders within existing and prospective accounts, independently developing messaging to support sales efforts. Engaging with C-Level Executives at new and existing clients, the Account Executive will identify and demonstrate the value of RSA solutions being purchased. Regular account planning, both internally and directly with customers, will be essential to generate new and expansion pipeline. The role also involves supporting key business reviews and strategic planning meetings, identifying customer challenges or improvement plans, and addressing any sales-related customer challenges.

Principal Responsibilities: 

• Perform prospecting activities to gain access to new logo accounts and partner closely with the broader ecosystem (Sales Development, Channel Sales, Sales Engineering, Product, Legal, Revenue Operations, Manufacturing, etc.) to deliver optimal customer and RSA outcomes.
• Independently develop and maintain a clean, updated, and accurate forecast in SFDC and other RSA forecasting tools.
• Responsible for managing a book of existing and new/prospective accounts. 
• Responsible for upselling, cross-selling, and new logo sales, as well as independently developing and executing sales and pricing strategies.
• Owning the end-to-end sales process for new logo sales and expansion within existing customers, while also playing a supporting role in renewals to identify new opportunities and provide input on renewal strategy.

Essential Requirements: 

• Bachelor’s degree or relevant sales experience required
• Ability to execute a comprehensive sales process, leveraging MEDDPICC and additional sales training methodologies.
• Confidence and independence in engaging with C-Level contacts at new and prospective clients.
• Strong organizational skills.
• Excellent communication, interpersonal, presentation, and problem-solving skills.
• Experience in independently developing and conducting complex sales campaigns and negotiations, leveraging an ecosystem of internal business partners to maximize customer value.
• Prospecting skills to gain access to new customers and new contacts in existing customers.
• Ability to independently complete business and sales forecasting.
• Willingness to travel to meet customers and partners in person regularly – up to 50-75% of the time.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs, job requirements and individual qualifications, without regard to race, color, religion, national origin, sex (including pregnancy), age, disability, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, protected veteran status, genetic information, or any other characteristic protected by federal, state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensat