Strategic Account Executive

Job Overview

We are seeking a dynamic, technically capable, and results-driven Strategic Account Executive to join our growing team. This role is designed for an individual who understands that modern enterprise sales is increasingly won through strong channel partnerships, business insight, and the ability to translate complex customer challenges into practical technology solutions.

The Strategic Account Executive will work closely with channel partners to identify, develop, and close enterprise opportunities. Rather than operating as a traditional direct salesperson, this role will frequently partner with resellers, integrators, advisory firms, and other strategic channel organizations throughout the sales lifecycle. Success will depend on the ability to build trusted relationships with both the partner and the end customer.

This role requires a strong blend of business and technical aptitude. The successful candidate must be capable of understanding a customer’s business objectives, identifying relevant use cases, mapping those use cases to technology solutions, and working collaboratively with partners to build a compelling business and technical case.

You do not need to be an engineer, but you must be comfortable discussing enterprise technology, cybersecurity, identity, integration, architecture, and business outcomes with both technical and executive stakeholders.

Duties

• Develop and execute strategic account and territory plans in collaboration with channel partners to drive pipeline and revenue growth.
• Build strong working relationships with channel partners, system integrators, resellers, advisory organizations, and other strategic partners.
• Partner directly with channel sales teams throughout the sales process, including opportunity identification, discovery, solution development, demonstrations, proposal creation, negotiation, and deal closure.
• Identify customer business challenges and translate them into clearly defined use cases that can be addressed through the appropriate technology solution.
• Work with customers and partners to map business requirements to technical capabilities and measurable business outcomes.
• Conduct discovery sessions with both business and technical stakeholders to understand requirements, existing infrastructure, operational challenges, and strategic objectives.
• Develop a strong understanding of the customer's current technology environment and identify where our solutions can complement, modernize, or extend existing investments.
• Support partners in developing solution positioning, business cases, presentations, and proposals for enterprise customers.
• Lead or participate in executive-level and technical discussions with customers, partners, architects, security teams, and business stakeholders.
• Develop new business through partner relationships, strategic outreach, referrals, and targeted account development.
• Manage enterprise opportunities through complex and often multi-stakeholder sales cycles.
• Lead commercial negotiations while maintaining alignment between the customer, channel partner, and company.
• Identify expansion opportunities within existing accounts by understanding emerging business requirements and technology initiatives.
• Collaborate with marketing, product, engineering, and partner teams to improve messaging, solution positioning, and market development.
• Maintain accurate opportunity, pipeline, forecasting, and account information within Salesforce or other CRM systems.
• Provide market and customer feedback to help guide product strategy, partner strategy, and future solution development.

Experience

• Deep understanding of the IAM spece and the threats facing organizations
• Proven success in B2B enterprise technology sales, preferably involving cybersecurity, identity, SaaS, infrastructure, enterprise software, or related technology solutions.
• Experience selling through or alongside channel partners, including resellers, system integrators, GSIs, advisory firms, or technology partners.
• Demonstrated ability to develop opportunities collaboratively with partners rather than relying solely on a direct-sales model.
• Strong business acumen with the ability to understand operational and strategic customer challenges.
• Sufficient technical aptitude to understand enterprise technology environments, integration requirements, architectures, and solution capabilities.
• Proven ability to translate business requirements into technology use cases and solution recommendations.
• Ability to communicate effectively with both executive business stakeholders and highly technical audiences.
• Strong discovery, consultative selling, negotiation, and closing skills.
• Demonstrated ability to manage complex enterprise sales cycles involving multiple decision-makers, technical teams, partners, and procurement organizations.
• Experience with Salesforce or comparable CRM and sales management platforms.
• Strong analytical and strategic thinking skills with the ability to develop account, partner, and opportunity strategies.
• Ability to operate effectively in a fast-moving, entrepreneurial environment where initiative, adaptability, and personal accountability are essential.

What Success Looks Like

Success in this role is not simply measured by the number of calls made or opportunities entered into a CRM. It is measured by the ability to create productive channel relationships, uncover meaningful business problems, build credible solutions, and work with our partners to convert those opportunities into long-term customer relationships.

We are looking for someone who can sit with a business executive and understand the problem, sit with an architect and understand the environment, and then work with our channel partner to bring the two together into a solution the customer is prepared to buy.

If you are energized by enterprise technology, strategic partnerships, complex problem solving, and collaborative selling, this role offers the opportunity to help shape both our customer relationships and our growing channel ecosystem.

Pay: $80,000.00 - $350,000.00 per year

Experience:

• IAM or Cybersecurity: 2 years (Required)

Location:

• United States (Required)

Work Location: Remote