Account Executive - TOLA

Have you heard of BlueCat? We’re one of those hidden gems that’s been disrupting the market as a key player in the rapidly growing space of Intelligent Network Operations. Organizations require a new model of network operations that links foundational core services with a deep, predictive understanding of network health and performance to improve change readiness. BlueCat’s Intelligent NetOps is a first-to-market combination of systems of understanding and change. BlueCat enables teams to enhance agility and mitigate risks from high rates of change with a unified management lifecycle, from provisioning to proactive troubleshooting and remediation. At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion. We’re 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.   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 LiveAction’s 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.   Qualifications · Experience with the TOLA (Texas, Oklahoma, Louisiana, Arkansas) partner and distribution ecosystem · Mastery of a solution selling approach · Experience with Riverbed, Netscout and other NPM solutions is a plus · 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. · Preferred: experience selling in network reporting, application performance monitoring or network security solutions · Bachelor’s degree in Engineering, Science, Business, or equivalent. · 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. · Understanding of large business organizations and their buying cycles is preferred. · Able to travel approximately 50% of the time and to work from home.