ExtraHop is seeking a sales professional to join our inside sales team as a Cloud Sales Representative. The ideal candidate will have a history of over-performance in quota attainment for an IT SaaS solution and winning new customer accounts. This important role is dedicated to our new cloud security offering. This position is based at ExtraHop’s Seattle office and reports to the Inside Sales Manager for Cloud.

Duties and Responsibilities

• Act as the subject matter expert in the features, benefits, and application of ExtraHop’s cloud security products and solutions
• Qualify inbound leads and run new business sales cycles from end to end
• Conduct needs assessment calls with specific prospects
• Acquire new business for ExtraHop by selling our Cloud offering or referring to Field Sales for larger opportunities
• Maintain accurate and up-to-date records via Salesforce
• Meet or exceed sales quotas by qualifying prospects and building top of funnel
• Schedule and conduct online product demonstrations
• Execute effectively using consultative and solution-oriented sales plans
• Ensure customer success in maximizing the value of ExtraHop’s solutions
• Consult with customers in defining security use cases, success criteria and ROI, in order to ensure the customer perception of value that leads to sales renewal and expansion

Required Qualifications and Experience

• Minimum of 2 years proven IT sales track record – preferably in a SaaS environment and sold through AWS or Azure Marketplace
• Prefer experience selling cloud security or cloud technology
• Experience in managing and maintaining customer relationships in enterprise B2B environment
• Experience selling with channel partners and understanding of how to leverage partnerships to build funnel
• Formal understanding of Solution/Consultative Selling
• Ability to gain an in-depth knowledge of ExtraHop’s products and services, their functionality and applications in customer cloud security/migration initiatives
• Must know and understand how to leverage each stage in the sales cycle to advance the sale
• Proven ability to effectively forecast and provide accurate quarterly revenue commits.
• Promotes the importance of collaboration within and across our business to create, capture, share and maximize value. Interacts effectively with others; is considerate and approachable; values, respects, and welcomes differences and others’ perspectives; is mindful of own authority and personal impact.
• Proven ability to prospect and manage a designated territory to maximize revenue growth
• Establishes clear goals and priorities for the business; translates strategy into action plans; keeps the business focused on the core drivers of profitable growth. Holds self and others accountable for performance goals; does what is needed to ensure the business consistently delivers with excellence.
• Excellent written / verbal communication skills to interact with senior-level corporate management
• Passion for working with emerging technologies and an ability to understand new technical concepts
• Knowledge of Salesforce.com and sales productivity tools and proficiency in Microsoft Office products
• Bachelor’s degree or the equivalent combination of other post-secondary education

ABOUT EXTRAHOP

ExtraHop is an enterprise cyber analytics and performance monitoring company helping the world’s leading organizations understand and secure their entire environment from core to edge to cloud. Our breakthrough approach to analytics and machine learning helps our customers investigate threats, ensure the delivery of critical applications, and secure their investment in the cloud, resulting in 95% faster threat detection and reducing unplanned downtime by 86% while providing the best possible customer experience.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We’ve been named to Wealthfront’s Career-Launching Companies list for the last four years, and JMP Securities put ExtraHop on its 2018 Super 70 List as one of the most strategically positioned private companies in the cybersecurity industry. Credit Suisse recognized ExtraHop as a member of its inaugural Disruptive Technology Recognition Program, and SC Media named ExtraHop a 2019 Industry Innovator for enterprise network traffic analysis.

With well over $100 million in bookings in 2018, and 10x growth in security, the opportunity with ExtraHop has never been greater. Are you ready to rise above the noise?