Account Executive - TOLA

BlueCat

About The Position

BlueCat and LiveAction offer complementary solutions to enhance network performance and security. LiveActionâs Network Intelligence platform transforms complex data into actionable insights, providing organizations with a comprehensive view of their network, from network and application performance to security. This enables enterprise teams to rapidly resolve network issues at scale, accelerate threat response, increase employee productivity, and reduce business risk. Meanwhile, BlueCat provides a suite of solutions that help network, security, applications, and cloud and DevOps teams optimize the IP environment, driving business outcomes forward. Together, these platforms empower organizations to maintain robust, efficient, and secure network operations. Weâre looking for an Account Executive - TOLA (Texas, Oklahoma, Louisiana, Arkansas) to sell our LiveAction Network Observability and AI-driven Network Intelligence platform. Candidates will have a proven track record of exceeding large quota targets, an ability to foster strong executive-level customer engagement, a demonstrable history of outstanding business management and collaborative skills. The Account Executive is responsible for increasing LiveAction market penetration, exceeding quarterly booking targets, and growing the book of business year over year.

Requirements

Experience with the TOLA (Texas, Oklahoma, Louisiana, Arkansas) partner and distribution ecosystem
Mastery of a solution selling approach
Five or more years of competitive Enterprise New Business and/or Account Management experience in the network industry.
Experience in developing business in an assigned territory to achieve pipeline growth over 100%. Proven track record of achieving or exceeding set sales targets throughout career history.
Hunter mentality with proven experience in effectively building quality pipeline
Strong interpersonal skills (executive presence).
Outstanding collaboration across groups and organizations.
Ability to prioritize in a fast-paced rapidly changing environment.
Knowledge of working with complex strategic accounts, including calls on key decision makers (CIOs, CISOs) and all other levels.
Be able to position enterprise network solutions and articulate strategies to senior partner executives.
Excellent relationship building and creative consultative selling skills.
Must be able to engage and manage cross-functional/virtual resources as part of an extended team.
Strong verbal and presentation skills, including extensive experience leveraging virtual tools.
Enthusiastic and creative team player.
Able to travel approximately 50% of the time and to work from home.

Nice To Haves

Experience with Riverbed, Netscout and other NPM solutions is a plus
Preferred: experience selling in network reporting, application performance monitoring or network security solutions
Bachelorâs degree in Engineering, Science, Business, or equivalent.
Understanding of large business organizations and their buying cycles is preferred.

Responsibilities

Develop and execute the go-to-market sales strategies for existing and new accounts in alignment with the company strategy.
Manage complex sales situation and large projects, including lead qualification, opportunity development, deal negotiation, closing, and product turn up.
Build and nurture customer relationships to achieve business goals and ensure customer satisfaction.
Make a significant contribution to building pipeline and closing net new sales.
Orchestrate partner/distributor resources to drive opportunities to close.
Work with Channel Account Managers (CAM) to scale through the partner channel and engage in joint selling opportunities to increase regional revenue return.
Manage business forecasting (monthly forecast, weekly commit, and pipeline development) using Salesforce.com.
Work closely with the engineering team to create integrated solutions that address complex problems focused on LiveActionâs value proposition.
Work closely with the marketing team to continually update and refine solution positioning/messaging based on customer feedback and interaction.
Present at industry events/tradeshows.