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Outseer - Account Executive 5, Direct Sales

Primary Location: Remote, Kansas; Remote; Overland Park, Kansas; New Bedford, Massachusetts; Rotterdam, New York

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Outseer - Account Executive 5, Direct Sales

Outseer, an RSA company, empowers the digital economy to grow by authenticating billions of transactions annually. Our payment and account monitoring solutions increase revenue and reduce customer friction for card-issuing banks, payment processors, and merchants worldwide. Leveraging 20 billion annual transactions from 6,000 global institutions contributing to the Outseer Data Network, our identity-based science delivers the highest fraud detection rates and lowest customer intervention in the industry. See what others can’t at outseer.com.

The position of Account Sales Executive focuses on winning new customers in the Americas region, primarily within the financial services sector, while ensuring an excellent experience for customers during the sales process. The role is essential to Outseer’s revenue growth and customer acquisition, so you will need to use your business experience, contacts, and knowledge to help Outseer enhance and expand its brand and presence.

Principal Accountabilities:

  • Achieve sales quota and increase client base for the region
  • Define the sales strategy for the territory, including the annual preparation of the sales plan for the territory
  • Have the day-to-day sales responsibility for the geographic region and all new business sales activities therein
  • Hold the commercial and contractual responsibility for all deals within the region
  • Build a pipeline through phone and other direct marketing methods of prospecting
  • Build relationships with customer contacts across the client organization to ensure that Outseer is best positioned within an account
  • Work with any assigned Sales Development Reps or 3rd party lead organizations to supplement your lead generation and account-based customer targeting efforts, ensuring clear division of labor
  • Preparation for and demonstration of the Solutions to prospects through sales presentations
  • Complete RFP’s and preparation of quotations and proposals
  • Supervise “hands-on” sessions with prospects as well as “trials” of the product in coordination with your sales consultant (SC)
  • Maintain accurate sales lead, opportunity, and client information in the CRM database on a real-time basis
  • Participate in exhibitions & seminars
  • Report market information, requirements, and new requirements from clients and prospects to the marketing and product development groups
  • Gather & file competitor information
  • Report on leads, sales opportunities, progress, and activity regularly, including weekly forecasting, monthly pipeline development, and Annual territory plans
  • Management of local market channel and alliance partners
  • Build relationships with local and global systems integrators and technology consulting organizations

Principal Responsibilities:

  • Ensure customer requirements are understood and documented before quote or order generation
  • Ensure an appropriate solution is determined and designed for the customer to fulfill their requirements
  • Ensure quotations are generated, validated, and approved according to defined procedures
  • Ensure any proposed discounts are approved following defined procedures released
  • Ensure orders are generated per defined procedures
  • Ensure any partner contracts comply with Outseer Group policies
  • Be aware of the functions of and liaise with other Outseer groups to ensure customer expectations are met
  • Expand your knowledge of Outseer and competitive products and the environment in which they are deployed
  • Work to the company’s quality standards and performance criteria
  • Ensure health and safety standards are adhered to at all times
  • Comply with the company’s information security policy at all times

Skills:

  • Well-developed origination skills and strong sales focus
  • Forward-looking strategic thinker with good judgment and a practical understanding of sales dynamics
  • Entrepreneurial, energetic, and driven to make a difference
  • Highly self-motivated, resilient and focused, and able to use initiative
  • Good interpersonal skills and ability to work as part of a team
  • Able to make decisions accurately and quickly
  • Minimum five years of new business sales experience
  • Trained in industry standard sales methodologies, e.g., MEDDIC, Challenger
  • Proven, consistent achievement of sales goals and meeting/exceeding financial objectives
  • Strong new business focus and track record of achievement in new business sales
  • Proven ability to manage a complex sales cycle and undertake structured sales processes
  • Proven track record of selling complex solutions to 'C' level executives
  • Knowledge of financial markets, including retail & investment banking, capital markets, and how they operate
  • Experience in selling financial crime, fraud, or cyber solutions
  • Strong commercial, client-facing skills with the ability to present & demonstrate a value-add solution sale
  • Highly articulate with excellent presentation skills
  • Exceptional written and oral communication skills
  • Strong analytical, deduction, and research skills
  • Good organizational skills
  • PC literate with good IT literacy and knowledge
  • English language is essential. The ability to speak/write in an effective way is paramount
  • Although predominantly a remote role, travel may be a core part of the role. This may include travel outside of the regular working hours and being away from home for periods of time
  • International business travel as required
  • Conferences, trade shows, and marketing events

Education & Experience:

  • Bachelor's degree or equivalent
  • Typically requires 12+ years of related experience in a relationship selling role with a Bachelor’s degree
  • Additional criteria for Outside Sales: Typically requires 12+ years of field sales experience

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, compensation, and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process, please contact rsa.global.talent.acquisition@rsa-cybersecurity.com. All employees must be legally authorized to work in the US. RSA participates in E-Verify. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time, including prior to the advertised closing date.

Job ID: ACCOU003269
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