Enterprise Account Executive (LiveAction)

📋 Description

• • Own the entire revenue cycle for LiveAction’s Network Intelligence platform across Florida and the broader South-East region, driving net-new logo acquisition and multi-million-dollar expansion within Fortune 1000 enterprises. You will be the face of LiveAction/BlueCat to CIOs, CISOs, and VP-level stakeholders, translating complex network-performance data into board-level business value.
• • Build and execute a data-driven go-to-market plan that blends direct selling, strategic channel partnerships, and co-sell motions with global distributors. You will map the territory, tier accounts by propensity to buy, and craft quarterly plays that grow pipeline >100 % YoY while maintaining a 3–4× coverage ratio.
• • Quarterback complex, six- and seven-figure deals from first touch to PO. Activities include discovery workshops, ROI modelling, custom demo design with Sales Engineering, multi-threaded negotiations, procurement navigation, and executive sign-off. Average sales cycles range from 4–9 months; your ability to compress time-to-close is critical.
• • Cultivate “land-and-expand” strategies that turn initial LiveAction deployments into enterprise-wide standards for NPM/APM and security analytics. You will identify whitespace, craft expansion roadmaps, and leverage customer success stories to unlock additional divisions, geographies, and use-cases.
• • Collaborate daily with Channel Account Managers to recruit, enable, and co-sell through regional VARs, GSIs, and technology-alliance partners (Riverbed, NetScout, Splunk, etc.). You will run joint QBRs, coordinate MDF campaigns, and ensure partners deliver 40 %+ of annual bookings.
• • Maintain rigor in Salesforce.com: weekly commits, monthly forecasts, MEDDPICC qualification, and real-time deal hygiene. Your dashboard accuracy enables executive decision-making and predictable revenue delivery.
• • Partner with Marketing to localize messaging, speak at industry events/trade-shows, and feed the content engine with customer insights that sharpen product positioning and generate MQLs.
• • Serve as the voice of the customer back to Product and Engineering, translating field feedback into roadmap influence that keeps LiveAction three steps ahead of market needs.
• • Travel up to 50 % across Florida and the South-East (Atlanta, Charlotte, Nashville, etc.) to run C-suite workshops, partner summits, and on-site proof-of-value engagements—all while working remotely the remainder of the time.