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Inside Sales Territory Account Manager
2 months ago
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 MANAGER is 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. 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 compensation model. RESPONSIBILITIES: Target Account planning Develop account-specific value proposition Demonstrated success navigating complex sales cycles Knowledge of navigating business organization structures, buying influences and purchasing processes Achieve monthly, quarterly, yearly revenue goals and defined objectives. Provide weekly forecast metrics and updates to direct manager Contact customers 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 proposals 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 as email campaigns, PPC, targeted banners, 1st response notifications etc. Serve as the 1st point of contact to inbound inquiries 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 & successfully use a sales quote tool (Apptus, etc.) Might require occasional travel 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 OUR COMPANY Imperva is 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. Imperva innovates 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 at www.imperva.com. 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. #J-18808-Ljbffr
