Account Executive

SUMMARY:  Guidance Software is the recognized leader in the field of computer forensics and eDiscovery and is the developer and provider of the market-leading EnCase® eDiscovery software, the most widely used eDiscovery software in the field of search, identification, collection, preservation and processing of electronically stored information (ESI) across the enterprise network. The EnCase® platform enables thorough, network-enabled and court-validated computer investigations of any kind, such as responding to document requests, conducting internal investigations, responding to regulatory inquiries or performing data and compliance auditing, all while maintaining the integrity of the data.   We have a large global client base with over 28,000 users of EnCase Worldwide. We have over 550 EnCase Enterprise customers including more than 100 of the Fortune 500 and over ½ of the Fortune 50. Our solutions are deployed on over 10 million desktops, laptops and servers worldwide.

Objective: The Account Executive will establish new and maintain existing client relationships with an emphasis on generating new business/revenue within specified organizations surrounding the greater Cleveland, Detroit, and Columbus areas. Incumbents must have the ability to explore clients’ business issues, articulate value propositions, manage opportunities through the sales pipeline and ultimately increase revenue within these companies. They must also seek to meet clients’ operational, financial, technical and business requirements by aligning them with services and solutions that meet those needs.  The Account executive will have a proven track record of managing complex sales cycles with a track record of successful revenue attainment.

Guidance Software’s Account Executives have the strategic objective of maximizing revenue generation within very large, tier-one enterprise accounts along with managing Detroit/Cleveland/ Columbus territory. Given the importance of penetrating the top-tier accounts, these individuals will be assigned to a select number of prospects and existing clients with the purpose of cold calling, prospect qualification, strategic sales process planning, exploring and closing all revenue opportunities.

Qualified candidates will be proven executive-level sales professionals with a strong working knowledge of selling Enterprise Software and Solution Services to CXO of Global 2000 organizations. Candidates must understand the business and process fundamentals of being successful with high-ticket Enterprise Software solutions sales, and have a proven track record of success building C-level relationships.

 ESSENTIAL FUNCTIONS:

• Manage and close Guidance Software sales opportunities through forecasting, account resource allocation, account strategy and planning while architecting Guidance Software based solutions to client requirements


• In partnership with Solutions Consultants, produce customer presentations, quotes, RFIs, RFPs, configurations and installation plans

ESSENTIAL REQUIREMENTS:

• Minimum five years experience selling complex enterprise-wide software solutions, preferably focused on electronic discovery or litigation support applications, enterprise content management/data-storage solutions, ERP, and/or security/compliance applications (i.e. Cybersecurity, Data Audit, Sarbanes-Oxley, etc.)


• Ten or more years in application / solution sales within large Enterprise accounts to business, executive, legal, IT users.


• Consistently exceeding quota of greater than $1.8 Million.


• Proven Track Record in over-achieving quarterly and annual quota.


• Must have strong knowledge of Enterprise Software Solutions and demonstrate the ability to discuss them with intelligence and conviction.


• Experience in successfully executing concurrent complex sales cycles with CXOs.


• Learn and maintain in-depth knowledge on Guidance Software’s products and technologies, competitors, and industry trends


• Formal sales training a must: Solution-Selling and/or Value Selling training preferred.


• Ideal candidates will bring with them a range of major account contacts.


• BA/BS Degree

Guidance Software, Inc. is an equal opportunity and affirmative action employer that does not discriminate on the basis of race, national origin, religion, age, color, sex, disability, or veteran status, or any other characteristic protected by local, state or federal laws, rules or regulations.