Strategic Account Manager Greater NYC

Solution : Identity Access Management

Location : Greater NYC

(Xtra Effort's client contact: VP of Sales)

Technologies : single vendor platform for cloud, on-prem, and hybrid for multi-factor authentication, access management, and identity governance

Quota : $1m in cross-sell/up sell; plus responsibility for renewals (also commissionable)

Territory:

6 Northeast strategic accounts that are existing customers (i.e., JPMC, State Street Bank, etc.); much less of an emphasis are the 3 net new targeted prospects (not a priority, but available to sell)

Sales support:
Marketing
Sales Engineering
Sales Development
Company :

Over 10,500 customers, including over 85% of the Fortune 500 companies. Sample customers include: State Street Bank, Citizens Banks, JP Morgan, Prudential, UPS, Cigna, Comcast, Sony, Northrop Grumman, NY Life, Barclays, State of NY, Brown Bros. Harriman, Sanofi-Aventis, Paychex, Novartis, Loews, Jetblue
Global
Gartner Magic Quadrant Leader
Tier one cyber security company
Company Culture: supportive, collaborative, and trusting. The team knows they are among other intelligent, ethical, creative, and energetic professionals who value continuous learning and collective growth. Win as a team, lose as a team.
Compensation and Benefits:

Up to $350k OTE, no cap; 50% salary
Comprehensive benefits and time off, including dental, vision, fertility and maternity support, medical coverage choice, wellness program, flexible spending, LTD, childcare and elder care services
Training and certification reimbursement
Why this company and role are highly sought after:

Technology is recognized as best-in-class, recognized as the best by SC Media three years in a row.
Sales leader has been with the company for 5+ years and originally owned this territory as a best in class, perennial, Presidents Club attendee
The territory is one of the company's largest and most strategic territories globally.
Less career risk
Selling to existing clients, not cold calling or working a super small patch, awaiting business development for leads (you still need to intelligently hunt into pockets of the enterprise where the company has no footprint)
A culture of stability. Leadership is proven in their ability to empower sales team to leverage long term accounts to develop 4x the existing revenue.
Consultative sales conversations, helping customers learn how to leverage a platform's comprehensive ability to address the majority of the authentication and identity governance needs
Hybrid cloud authentication functionality helps enterprises have required resiliency that cloud IAM pure plays do not offer
Superior, proven, and comprehensive integration for easier implementation and faster results
Simple pricing for all-inclusive platform options. The pricing is more credible and easier to understand, and include extensive bundled technology relative to MFA, SSO, etc. ... equating to $1m+ deals!
Majority of the sales will be from existing customers.
Chance to make guaranteed income with renewals, with the opportunity to earn $500k year over year with effective cross selling and upselling
A start-up like culture relative to expectations for explosive growth, sharing of best practices, and innovation; but with a safety net of an established and profitable company with favorable brand recognition and over 10,500 customers. Each associate can earn the right to have voice and influence in shaping the company's success, including field sales execution
Proven track record for advancing sales careers into leadership and executive roles.
Required Candidate Attributes

Located in the general NYC region, and has the comfort and subject matter familiarity with banking and IAM to immediately be credible talking with very large customers
Excellent verbal and written presentation skills
Ability to successfully conduct live demonstrations to clients and stakeholders
Experience selling $200k+ solutions related to authentication, identity, or access management to Fortune 1000 companies
Experience consistently reaching/surpassing $2m+ quotas
Solid track record driving new revenue
Proven ability in closing large, complex deals within the Identity/Access Management segment
Proven experience selling to banks
>$300k W2's
Ability to prioritize and manage multiple tasks
Hunter mentality
Desirable Candidate Attributes

Meddpic experience is highly desirable
Bachelor's degree