Enterprise Account Manager

Skyhigh Security; Chile; Remote; CLP 58,939,000 - 117,878,000; Full time

Job summary

Skyhigh Security is seeking an Enterprise Account Manager to drive net new sales and expand bookings within a defined territory for a complex security products and services suite. You will build relationships with CISOs and senior stakeholders, develop tailored solutions, and lead the full sales cycle from prospecting through contracts.

You will work closely with presales and professional services, drive POCs/POVs, and collaborate with channel partners to expand mindshare and bookings.

Qualifications

• 5–15 years in a quota-carrying role selling security products or disruptive tech with deep CISO relationships.
• Proven direct sales opportunities, strong prospecting, and a track record of meeting quarterly quotas.
• Experience managing MEDDPICC sales processes and negotiating contracts.
• Deep knowledge of customer requirements and security challenges.
• Strong business acumen with ability to build C-level relationships.
• Ability to engage presales and professional services at multiple sales stages (POCs/POVs).
• Solid relationships with channel partners and system integrators.
• Excellent presentation skills and consultative selling capability.
• Familiarity with MEDDPICC and Salesforce/Clari.
• Results-oriented mindset with startup-like resilience and financial acumen.

Responsibilities

• Create prospecting strategy to identify potential customers and develop relationships.
• Build sales pipeline, present solutions, and negotiate contracts to hit quarterly quotas.
• Manage the sales process and leverage internal technical resources as needed.
• Analyze customer environments, scope requirements, and collaborate with resources to close deals.
• Drive POCs and POVs with customers and partners.
• Upsell and cross-sell Skyhigh Security products based on needs.
• Generate demand with channel partners, resellers and end-user customers.
• Develop relationships with key stakeholders internally and externally.
• Engage at CISO and board level to advance opportunities.
• Develop account and opportunity plans; maintain customer satisfaction.
• Collaborate with channel and service partners to create strategic opportunities.

Skills

Cyber Security

Account Management

Consultative Selling

Business Planning

Communication

Negotiation

Product Knowledge

Forecasting

Tools

Salesforce

Clari

Job description

About the Role

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.

About You:

• 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)
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.