Strategic Enterprise Account Manager

Strategic Enterprise Account Manager

Skyhigh Security is at the forefront of the cloud security industry, dedicated to safeguarding valuable data worldwide. Our mission emphasizes a culture of continuous learning, transparency, and collaboration.

Since our inception in 2011, we have provided organizations with a cutting-edge security platform based on a modern cloud architecture. Our innovative products simplify data security with user-friendly, cloud-based Zero Trust solutions, all manageable from a single dashboard. Supported by a talented global workforce, we are committed to excellence in cybersecurity.

When you join Skyhigh Security, you become part of a family that values your professional development. We offer a flexible, hybrid work model that fosters a supportive environment where you can fully realize your potential. Through initiatives like our employee recognition program, the engaging 'Blast Talks' series, and vibrant team celebrations, we cultivate a workplace where you can genuinely be yourself.

Role Overview

The Strategic Enterprise Account Manager plays a pivotal role in driving new sales and enhancing existing customer accounts within our expansive product portfolio. This position requires a thorough understanding of security technologies and market competitors, enabling you to deliver exceptional solutions tailored to client needs.

• Implement a robust prospecting strategy to uncover new customer opportunities, cultivate relationships, and build a healthy sales pipeline, while successfully presenting tailored solutions and negotiating contracts to meet quarterly sales targets.
• Nurture the sales process, leveraging technical resources as required to fulfill customer specifications.
• Conduct in-depth analyses of customer environments, pinpointing their requirements and collaborating with technical teams to close sales effectively.
• Partner closely with customers to facilitate Proof of Concepts (POCs) and Proof of Value (POVs).
• Identify and capitalize on upsell and cross-sell opportunities for our product offerings based on customer needs.
• Generate demand through collaboration with channel partners, resellers, and end-user customers to enhance product awareness and strengthen business relationships.
• Foster internal relationships with primary stakeholders for strategic alignment.
• Engage at multiple organizational levels, including CISO and board members, to enhance account relationships.
• Devise account and opportunity plans aimed at refining account strategy.
• Uphold high levels of customer satisfaction throughout the sales journey.
• Forge strong partnerships with our channel and service providers to cultivate strategic initiatives.

About You

• 5-15 years of experience in quota-carrying roles within the security sector or disruptive technology fields, including strong ties to CISOs and customer stakeholders.
• Proven ability to generate direct sales opportunities, with exceptional prospecting skills and a solid track record of meeting quarterly sales quotas.
• Expertise in managing the sales process using MEDDPICC methodologies and negotiating contracts.
• In-depth understanding of customer requirements and prevailing security challenges.
• Strong business acumen with an ability to build relationships with C-level executives and navigate complex organizational structures.
• Capability to engage presales and professional services teams at various stages of the sales cycle, including during POCs and POVs.
• Established network with channel partners and systems integrators.
• Exceptional presentation skills.
• Working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years of experience with Salesforce and Clari.
• A results-oriented mindset with a start-up attitude. Attributes include integrity, confidence, patience, interpersonal skills, tech-savviness, and strong financial acumen (business case/ROI).
• Key skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

We are dedicated to creating a diverse and dynamic workforce that encourages everyone to be their authentic selves. Our commitment to inclusivity ensures that all employees can thrive and contribute to our leading products and customer support. We offer a range of benefits, including:

• Retirement Plans
• Medical, Dental, and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Our workplace is committed to prohibiting discrimination and harassment based on a variety of protected statuses, ensuring a safe and welcoming environment for all.