Enterprise Account Manager
Location
Bangalore | India
Job description
- The Enterprise Account Manager will be responsible for driving sales and incremental bookings of 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
About the Role
Position Responsibilities
- Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieves 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
- 5+ years experience in a direct seller, quota carrying role, selling products within the security industry with deep relationships with CISOs and customer stakeholders.
- Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.
- Ability to manage the sales process and negotiate contracts.
- Deep knowledge of the customer s requirements and security challenges.
- Strong business acumen and ability to build C-level relationships. Must be able to interpret and execute opportunities within complex organisations.
- Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle.
- Strong relationships with channel partners and system integrators.
- Must possess excellent presentation skills.
- Requires working knowledge of consultative sales methodologies, preferably MEDPICC.
- 3-5 years experience with Salesforce and Clari
- Maturity, confidence, patience, perseverance, interpersonal skills, commercial awareness
- Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.
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