About the job
Job Title:
Enterprise Account Manager
Role Overview:
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 Skyhigh Security
Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.
We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.
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 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 customers 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
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