About the position
ENVIRONMENT:
A global leader in Cybersecurity is seeking a highly driven Strategic Account Manager whose core focus will be on proactively building new clients and growing assigned territories to formulate selling strategies and campaigns - to build trusted relationships with customers and their senior representatives. You will be accountable for achieving and overachieving your sales target to contribute to the sales performance of your region. You will be the trusted advisor of the business as you articulate and promote the company’s value proposition and services to customers. The successful candidate will require Sales-based Certifications, a Security Certification & preferably SPIN/TAS with 6 years’ Sales experience and preferably few years in Security industry and knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
DUTIES:
- Identify and proactively target prospects and existing clients to drive the adoption of technologies and services
- Increase market share in the defined territory objectives of accounts and develop market strategies for each product and service.
- Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams.
- Attain revenues goals per quarter allocation in line with BU goals.
- Develop relationships with the ecosystem of alliances or technology partners (AWS/ Microsoft/ VMware/ Google).
- Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.
- Communicate relevant information to stakeholders to facilitate decision making.
- Build and maintain client contacts and relationships by understanding client’s business and requirements.
- Consult customers on Cybersecurity initiatives and drive constant engagement from demos till post implementation support.
- Lead and support any client meetings/calls.
- Hold and participate in the account review meetings to discuss claims, customer experience, service performance and client feedback as well as possible future opportunities for CVP.
REQUIREMENTS:
- Account Management Certification such as SPIN or TAS would be highly regarded.
- Sales-based Certifications.
- Security Certification.
- Minimum 6 years of relevant Sales experience and preferably few years in Security industry.
- Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
- Exposure to both End Customer environments and channels.
- Selling value to CIO, and complex multiple customer scenario showcasing technical and sales expertise.
- Proven Account Management experience in commercial sector.
- Knowledge of competition, new Cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IIoT, industry, etc.), country regulations that affect target markets.
- Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all levels.
- Ability to network, create and build strong relationships senior executive relationships.
- Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language.
Advantageous-
- Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR.
ATTRIBUTES:
- Must have growth-oriented mindset and experience of working in the collaborative environment.
Desired Skills:
- Strategic
- Account
- Manager
