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Inside Sales Territory Account Manager

4 months ago

Redwood City, United States Imperva Full time

Cyber Security is a big deal. It’s in the news, growing rapidly, a critical tool for every company, and our specialty.

Imperva is a public company (NASDAQ) and cybersecurity leader that delivers best-in-class solutions to protect data and applications on-premises, in the cloud, and across hybrid environments.

Our customers include leading enterprises, government organizations, small businesses, and service providers.

WHY IMPERVA? We have experienced the following growth and achievements:

Grew revenue 22% to $322 million in 2017

We have over 5,900 customers

500 partners in 100+ countries worldwide

Imperva has been in the Leader’s Quadrant of the Gartner Magic Quadrant for 4 straight years

Imperva is also a leader in the Forrester Wave for DDoS Services with the highest score in the “current offering” category

THE ROLE: INSIDE SALES TERRITORY ACCOUNT MANAGER, LOCATION, REDWOOD SHORES HQ, CALIFORNIA

Reporting into the Regional Inside Sales Director, The INSIDE SALES TERRITORY ACCOUNT MANAGERis directly responsible for Imperva’s Net New Logo Sales in a designated territory, utilizing advanced marketing automation tools.

You should be experienced in methodically screening the market for new sales opportunities, have a deep understanding of emerging industry trends and leverage your expertise to broaden your network of industry contacts through customer referrals, use of social media, appearances at conferences, etc.

You will have a broad group of internal & external business relationships that has been built over time and be recognized as a thought-leader in your field by adding value to your customers.

This is a classic “hunter” role and we are looking for someone who is resilient, self-driven and who enjoys and prefers a high risk, high reward comp model.

RESPONSIBILITIES:-

Target Account planning

Develop account-specific value proposition

Demonstrated success navigating complex sales cycle

Knowledge of navigating business organization structures, buying influences and purchasing processes

Achieve monthly, quarterly, yearly revenue goals and defined objectives. Provides weekly forecast metrics and updates to direct manager

Contact customer on an ongoing basis – proactively check-in 4 times per 1st year

Liaise with internal stakeholders, e.g Technical Services, Customer Success, Senior Management, when appropriate

Make expansion/cross-sell proposal based on account plan – in collaboration with outbound SDRs in the 1st year of service

Collect and capture customer and competitive insights during negotiation

Negotiate and close the deal/ensure renewal

Work closely with the Regional Teams to plan and execute high impact demand generation activities such but not limited to email campaigns, PPC, targeted banners, 1st response notifications etc

Serve as the 1st point of contact to inbound enquiries

Maintain accurate customer relationship and knowledge base in management systems

Ability to create, forecast and close deals - proficient in tracking / forecasting deals in SFDC

Provide product demos remotely

Develop & build pipeline via Up / X-sell activities within installed accounts

Experience selling enterprise software licenses / SaaS / On-premise & virtual products

Experience in a selling methodology e.g (Challenger, SPIN, Solution Selling, etc.)

Experience participating in customer discovery/technical calls that expedites the sales cycle

Cross-functional collaboration & experience with Channels/VARs, Marketing, Order Entry, ProServ, Legal, etc.

Effectively understand & successful usage of a sales quote tool (Apptus, etc.)

Might request occasional traveling and out-of-hours activities

QUALIFICATIONS:

Minimum 4-5 years sales experience

Bachelor’s degree preferred

Must have excellent written communication skills

Must have excellent verbal and interpersonal communication skills and present a professional image in person and over the phone

Must maintain a positive attitude, be a self-starter, dependable and take pride in work product

Demonstrated ability to take initiative to get things done and work collaboratively with others; strong team player

Efficient, organized, and have the ability to set priorities and meet deadlines; able to work independently

Strong organizational and time management skills; ability to work with a high sense of urgency within established timelines, exercising consistent follow-through/follow-up when necessary

Trusted to handle details of a highly confidential and critical nature and use excellent judgment at all times.

Meticulous eye for detail, accuracy, high standards of presentation and the ability to anticipate, react and thrive in an ambiguous environment

Check out all of our career opportunities atwww.imperva.com/Company/Careers

OUR COMPANY

Impervais a leading cybersecurity company that delivers best-in-class solutions to protect data and applications – wherever they reside – on-premises, in the cloud, and across hybrid environments. The company’s Incapsula, SecureSphere, and CounterBreach product lines help organizations protect websites, applications, APIs, and databases from cyberattacks while ensuring compliance.Impervainnovates using data, analytics, and insights from our experts and our community to deliver simple, effective and enduring solutions that protect our customers from cybercriminals. Learn more atwww.imperva.com, ourblog,orTwitter.

LEGAL NOTICE

Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.

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