Enterprise Account Manager

Kaspersky; Jakarta Pusat; On-site; IDR 1,095,090,000 - 1,642,636,000; Full time

Job summary

Kaspersky Limited is seeking an Enterprise Account Manager to drive enterprise sales on a dedicated territory and build long-term relationships with customers. You will own the full sales cycle from lead to closure, articulating the value of Kaspersky products and services to C-level executives in large enterprises.

In this role, you will collaborate with Partner Account Managers, provide proposals, report in Salesforce, and stay ahead of market trends.

Qualifications

• Bachelor's degree or equivalent in a relevant field.
• 5+ years direct account management in IT sales handling large accounts.
• Past history of presenting to large corporates.
• Experience with Salesforce.com is a plus.

Responsibilities

• Achieve quarterly and annual targets.
• Establish and maintain executive-level relationships to create a qualified pipeline and drive revenue.
• Develop contacts with customers into leads and manage the full sales cycle.
• Articulate value of products/services to C-level within customer organizations.
• Position Kaspersky Lab services like cyber security training and threat intel to large enterprises.
• Provide proposals and product information to prospects.
• Funnel reporting and updates using Salesforce.
• Collaborate with Partner Account managers for deal closure and channel support.
• Drive the entire sales cycle for customer acquisition.
• Stay updated with competitive landscape and trends in security market.
• Act as trusted consultant to empanel Kaspersky products/services as preferred choice.
• Lead responses to RFPs with partners and colleagues.
• Present Kaspersky portfolio at events and conferences.
• Relay customer requirements to Product Management.

Skills

Enterprise sales

Account management

Salesforce.com

Executive level relationships

Quota achievement

Communication skills

Education

Bachelor's degree in Marketing, Management, Business Administration or equivalent

Tools

Salesforce.com

Job description

As Enterprise Account Manager you will be responsible for developing, overseeing and executing Enterprise Sales on dedicated territory. This is a key role in developing and maintaining long-term business relationships with our customers.

Responsibilities

• Achieve quarterly and annual set targets
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
• Develop contacts with customers into leads and work through the entire sales cycle
• Articulate the value of our product/service to higher level within customer organization
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment
• Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises
• Supply proposals and product information to prospects
• Funnel reporting and updates using SalesForce
• Work in close connection with Partner Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator
• Independently driving the entire sales cycle for customer acquisition
• Stay updated with competitive landscape and latest trends in the security market
• Work as a trusted consultant for enterprise clients, to get Kaspersky products & services empanelled as their preferred choice
• Lead the process of timely response to RFP's, along with partners & colleagues
• Present Kaspersky Portfolio of product & services at field events such as conferences, seminars, etc.
• Convey customer requirements to Product Management teams on the regular basis
• Co-ordinate with Global Enterprise Sales Team

Requirements

• Bachelor's degree in Marketing, Management, Business Administration or equivalent
• 5+ years direct account management in IT Sales in handling large accounts
• Strong, documented track record of achievement against quota
• Should have past history of presentations to large corporates
• Experience of Salesforce.com will be a big asset
• Current contacts / relationships at CxO level in large accounts
• New business hunter and a proactive go-getter with a winning mentality
• Excellent communication and presentation skills
• Highly developed social skills and ability to manage relationships at all levels
• Target-driven and result-focused
• Strong business and executive level sales acumen
• Strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels
• Able to work under pressure, multi-tasking and meet deadlines

Application process

• HR Interview
• Meeting with Hiring Team
• Interview with Regional APAC team
• Offer stage & Reference Check