OEM Sales and Development Account Executive

At ReversingLabs, our software supply chain security and threat intelligence solutions have become essential to advancing cybersecurity maturity around the globe. We're on a journey to expand adoption and accelerate growth by hiring top talent across the security industry.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game-changing opportunity to help forge this transformational journey at ReversingLabs.

You, as the OEM Sales and Development Account Executive will be responsible for enabling the scale of ReversingLabs global footprint selling into all segments across the world including various routes to market. This role will drive change and structure, ease of business and enhancements developing operational ready strategies and plans to drive alignment to OEM partner program policies and defined business outcomes. This individual will assist in development and execution of the OEM strategy; including: account segmentation, prioritization, planning, and execution.

What You Will Do:

• Analyzes OEM Customer´s market, business targets & strategy, issues, needs, processes, value chain and key business drivers and effectively transfers this knowledge to internal ReversingLabs business units
• Develops and executes an OEM Account strategy based on the potential OEM Customer analysis
• Align the business planning of the respective Business Units with the strategic goals of the OEM
• Continuously update the strategic and operational OEM Account planning, including metrics to secure proper reporting to the respective Business Units.
• Develop and execute partner marketing plans to drive sales and growth through partnerships with OEM and Channel Partners
• Identify, validate and target relevant OEM customers in North America
• Deliver substantial incremental sales in OEM markets
• Identify new applications, products and certifications leading to further market share gain and support their launch all the way to conversion into sustainable sales
• Make prospecting calls to end customers, distribution channel partners, and OEMs
• Develop a business plan designed to promote the company products in new and existing OEM accounts.
• Responsible for market development, sales, and service of these accounts.
• Grow business in the OEM industry.
• Identify new potential partners in the territory and understand what value our products bring to their current solution.
• Develop strong direct relationships with major end users

What We Are Looking For:

• 5+ years of experience in solution-based selling and/or B2B sales within cybersecurity
• The ideal candidate will possess 8+ years of selling technical products and solutions with a proven track record of meeting and exceeding sales goals
• Proven track record of developing new business opportunities in a teaming environment. (Sales Hunter Acumen)
• Demonstrate the ability to identify a customer’s specific challenge, develop relevant relationships with customer’s organization, execute a strategy, propose a technical solution, and win the opportunity
• A passion for customer success and solving customer pain points
• Ability to learn a technical product quickly and/or experience selling technical products that require extensive training
• Have a consistent track record of developing ways for a company to preserve margins by selling value, service, quality, and not necessarily through price…consultative selling versus transactional.
• A high level of organizational skills and the ability to work remotely and independently
• Strong customer relationship management, interpersonal and communication skills (oral and written) are essential, along with attention to detail
• Must possess proficient computer skills and be capable in the use of the Microsoft Office suite of products (Word, Excel, Outlook, and PowerPoint)
• Positive attitude and comfortable cold calling accounts
• Experience utilizing a CRM software
• Strong cross-functional team skills
• 4 Year Bachelor of Arts or Science degree preferred
• Some travel required to customers

Benefits

• Competitive compensation packages (base & bonus)
• Medical with deductible reimbursements
• Employer paid den