Enterprise Account Manager
October 2
Description
• 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. • 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.
Requirements
• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) 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 (MEDDPICC) 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 organizations. • Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including POCs and POVs. • Strong relationships with channel partners and system integrators. • Must possess excellent presentation skills. • Requires working knowledge of consultative sales methodologies, preferably MEDDPICC. • 3-5 years’ experience with Salesforce and Clari • Looking for results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
Benefits
• Retirement Plans • Medical, Dental and Vision Coverage • Paid Time Off • Paid Parental Leave • Support for Community Involvement
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