Strategic Account Lead, GRC

This position is ineligible for visa sponsorship.  To be considered for this role, you must be legally authorized to work in the United States and not require sponsorship for employment now or in the future.

Core Responsibilities

• You take ownership of driving new business with global accounts in the U.S.
• Qualify prospects, develop opportunities, and close deals independently without requiring inside sales support.
• Build trusted advisor relationships with prospects and customers, linking GRC technology to strong business cases.
• Develop and execute regional sales strategies, including target account plans.
• Engage multiple personas, including executives and CxOs, across our GRC product, through consultative selling and tailored demonstrations.
• Generate opportunities via creative outreach, events, and partner initiatives.
• Ensure customer satisfaction and growth through account management and roadmap alignment.
• Own your sales process management and opportunity closure
• You generate opportunities, using creative ideas as well as new techniques, tools, joint field marketing initiatives, trade shows, and partners.
• You win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
• Collaborate closely with your cross functional counterparts counterpart and extended team to deliver ‘art of the possible’ demonstrations showcasing DataBee’s product(s) & solution(s), orchestrating relationships as required.
• Develop a clear roadmap and building capabilities across our clients and teams to promote an outstanding customer experience
• Be the trusted advisor to the customer by understanding their existing and future roadmap to drive the DataBee platform

Required Skills and Experience:

• Deep (8+ years) experience in software solution sales, preferably some time within a GRC vendor 
• Demonstrated experience hunting for new business in the large enterprise space
• Demonstrated experience selling technology from governance, risk and compliance vendors
• Ability to demo and speak technically enough to describe your solution  
• Ability to research and understand cybersecurity and data science technology trends
• Deep understanding of the business of GRC including demand, resource, portfolio and asset management, along with technical concepts around application development, infrastructure, operations, automation and cloud
• Evidence of audit, compliance and metrics / dashboard related solution awareness
• Experience working successfully with virtual and matrixed teams
• Ability to understand broad, macro-level business risk and compliance needs
• Experience establishing trusted relationships with other teams
• Ability to produce new business, negotiate deals, and maintain healthy C-Level relationships
• Able to thrive in a fast paced, growing, deadline driven environment
• Willingness to go above and beyond to win in the market against stiff competition
• Ability to communicate complex issues in simple terms via written and oral media, to a variety of different audiences
• Ability to forge strong business relationships and connect with both C-level execs at customers as well as with individuals in ServiceNow internal and external eco-system
• Excellent communication and presentation skills
• Regional travel required up to 50%
• Fluency in English and the local language essential

Employees at all levels are expected to:

• Understand our Operating Principles; make them the guidelines for how you do your job.
• Own the customer experience - think and act in ways that put our customers first, give them seamless digital options at every touchpoint, and make them promoters of our products and services.
• Know your stuff - be enthusiastic learners, users and advocates of our game-changing technology, products and services, especially our digital tools and experiences.
• Win as a team - make big things happen by working together and being open to new ideas.
• Be an active part of the Net Promoter System - a way of working that brings more employee and customer feedback into the company - by joining huddles, making call backs and helping us elevate opportunities to do better for our customers.
• Drive results and growth.
• Respect and promote inclusion & diversity.
• Do what's right for each other, our customers, investors and our communities.