Strategic Account Executive - East
RSA Security · United States
- Hybrid
- Full-time
- $150,000 / year
- United States
Job highlights
- Manage and grow complex enterprise accounts.
- Build relationships with senior executives.
- Develop and execute strategic sales plans.
- Sell identity and access management solutions.
- Negotiate contracts and drive customer satisfaction.
About the role
Strategic Account Executive - East
RSA provides trusted identity and access management for 12,000 organizations around the world. We specialize in empowering security-first organizations to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.
For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. We are transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce.
If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to rsa.com.
Principal Responsibilities
- Supports large, complex accounts.
- Gains access and manage relationships with senior level leaders and executives.
- Identifies business trends and leverages strengths of the sales team to create a differentiated offering and position ourselves to capture business.
- Uses complementary solutions from other areas of the business as a competitive strategy.
- Interfaces directly with customers to ensure satisfaction with our solutions.
- Identifies opportunities for junior account managers to fill a geographic or vertical coverage gap.
- Identifies appropriate products and services to meet the full range of customer needs.
- Identifies cost-effective and practical alternatives for the assigned business area by bundling products/service “solutions” to maximize our opportunity while meeting customer’s needs.
- Is seen as an expert in a given segment and/or channel.
- Acts as the point of contact for escalated issues.
- Models and may coach effective team behavior.
- Skillfully negotiates with others to achieve desired results/meet customer needs.
- May be assigned to a specific national account that traditionally is high in complexity and strategic importance to the firm.
Skills
- Ability to work in a high-pressure environment.
- Ability to work effectively with senior management.
- Advanced knowledge of and skilled in contract interpretation, negotiations and project management.
- Advanced knowledge of strategic planning.
- Advanced knowledge of company products and services.
- Advanced oral, written, and presentation communication skills to interact with upper leadership, staff, vendors and clients.
- Hunter and farmer mentality.
- High drive for independence and success.
Education & Experience
- 10+ years of related experience in a relationship selling role with a bachelor’s degree.
- 5+ years of successful selling to Strategic/Major Accounts.
- Experience with MEDDIC methodology.
- Experience with Federal System Integrators preferred (not selling through, qualifying experience is key).
Equal Employment Opportunity
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.com. All employees must be legally authorized to work in the US. 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.
Key skills/competency
- Strategic Account Executive
- Relationship Selling
- Identity and Access Management
- Enterprise Sales
- Contract Negotiation
- Strategic Planning
- MEDDIC Methodology
- Customer Relationship Management
- Solution Selling
- Sales Leadership
Skills & topics
- Strategic Account Executive
- Enterprise Sales
- Identity and Access Management
- Relationship Selling
- Sales Management
- Account Management
- Business Development
- SaaS Sales
- Cybersecurity Sales
- B2B Sales
How to get hired
- Tailor your resume: Highlight 10+ years of relationship selling and 5+ years selling to strategic accounts. Emphasize MEDDIC and Federal System Integrator experience.
- Showcase your skills: Demonstrate advanced negotiation, strategic planning, and product knowledge. Mention your hunter/farmer mentality and high drive for success.
- Craft a compelling cover letter: Express your understanding of RSA's identity and access management solutions and how you can contribute to their growth.
- Prepare for interviews: Be ready to discuss your experience managing high-pressure environments and working with senior management. Practice articulating your sales strategies and successes.
Technical preparation
Behavioral questions
Frequently asked questions
- What are the key responsibilities of a Strategic Account Executive at RSA?
- As a Strategic Account Executive at RSA, you will be responsible for managing and growing large, complex accounts, building relationships with senior-level executives, identifying business trends, and leveraging sales team strengths to create differentiated offerings. You will also interface directly with customers to ensure satisfaction, identify opportunities for growth, and act as an expert in your assigned segment or channel.
- What experience is required for the Strategic Account Executive role at RSA?
- RSA requires at least 10 years of related experience in a relationship selling role with a bachelor’s degree, and over 5 years of successful selling experience to Strategic/Major Accounts. Experience with the MEDDIC methodology and Federal System Integrators is also highly preferred.
- What skills are most important for a Strategic Account Executive at RSA?
- Key skills for this role include the ability to work in high-pressure environments, effectively with senior management, advanced knowledge in contract interpretation, negotiations, project management, and strategic planning. Strong oral, written, and presentation communication skills, along with a hunter and farmer mentality and a high drive for independence and success, are also crucial.
- How does RSA approach equal employment opportunity?
- RSA is committed to equal employment opportunity for all employees and applicants. Employment decisions are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, national origin, sex, age, disability, sexual orientation, gender identity, marital status, veteran status, genetic information, or any other protected characteristic. They foster an environment free of discrimination and harassment.
- What is the work arrangement for the Strategic Account Executive position?
- Based on the description, this role involves direct customer interaction and managing relationships, suggesting a need for on-site presence for client meetings and strategic account management. While not explicitly stated as remote or hybrid, the nature of strategic account executive roles often requires a blend of field work and office-based strategic planning.
- What kind of accounts will a Strategic Account Executive at RSA manage?
- A Strategic Account Executive will support large, complex accounts, and may be assigned to a specific national account that is traditionally high in complexity and strategic importance to the firm. The focus is on building and maintaining strong relationships with senior-level leaders and executives within these key organizations.