Enterprise Account Manager

• 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

• 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

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.

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.

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