Enterprise Account Manager

5 days ago

Salt Lake, Utah, United States Trellix Full time
About the Role

The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory.

The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers.

The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

Key Responsibilities
  • Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas.
  • Manage the sales process and leverage internal technical resources as needed to meet customer requirements.
  • Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.
  • Work closely with customers to drive POCs and POVs.
  • Upsell and cross sell Skyhigh Security products and solutions based on customer needs.
  • Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
  • Develop relationships internally with key stakeholders.
  • Engage and present at multiple levels within an account including CISO, key stakeholders and board level.
  • Develop account and opportunity plans to improve account strategy.
  • Maintain customer satisfaction.
  • Develop relationships with our channel and service partners to create strategic opportunities.
About You

We are seeking a highly motivated and experienced Enterprise Account Manager to join our team. The ideal candidate will have 5-15 years' experience in a quota carrying role selling products within the security industry or other disruptive technology sectors.

The candidate should have a strong track record of achieving quarterly sales quotas, experience generating direct sales opportunities for greenfield and NNL, and strong prospecting skills.

The candidate should also have the ability to manage the sales process (MEDDPICC) and negotiate contracts, deep knowledge of the customer's requirements and security challenges, and strong business acumen and ability to build C-level relationships.

The candidate should also have excellent presentation skills, requires working knowledge of consultative sales methodologies, preferably MEDDPICC, and 3-5 years' experience with Salesforce and Clari.

We are looking for a results-oriented, start-up mindset with integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, and financial acumen (business case/ROI).

Skills
  • Cyber Security
  • Account Management
  • Consultative Selling
  • Business Planning
  • Communication
  • Negotiation
  • Product Knowledge
  • Forecasting
Company Benefits and Perks

We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day.

We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

We're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

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