Account Manager

Progression Search; Metro Manila; On-site; PHP 900,000 - 1,300,000; Full time

Job summary

Our client is a global cybersecurity leader. The Corporate Account Manager will own the full sales cycle, advocate for regional customers, and partner with renewals to secure timely renewals.

Responsibilities include primary client contact, coordinating with Success and Managed Services, renewal management, and driving upsell opportunities while ensuring high customer satisfaction.

Qualifications

• Experience of full sales cycle in account management or net new logo capacity.
• Must have experience selling cybersecurity solutions.
• Strong ability to run a discovery, manage full sales cycle, handle objections, implement a multi-faceted sales strategy.
• Light experience and/or understanding of MEDDPICC and Sandler frameworks.
• Track record of meeting or exceeding quota in a focused, metric-driven role.

Responsibilities

• Serve as the primary point of contact for clients while collaborating with internal stakeholders to ensure value delivery.
• Manage the contract renewal cycle from initial meetings through negotiation, changes, and signature.
• Aim to achieve a quota of new sales growth within the customer base.
• Be a customer advocate, building relationships and creating champions within key accounts.
• Identify whitespace in accounts and present value-based upgrades and cross-sells.
• Consult with customers to recommend additional solutions from the portfolio to increase ingestion.
• Devise and execute account strategies to maximize account growth and coordinate with support teams.

Job description

Our client is a recognized global leader in Cybersecurity where their market-leading cloud-native platform modern security coupled with the world's most advanced AI-native platform, offers unparalleled protection against the most sophisticated cyberattacks.

RESPONSIBILTIES

The Corporate Account Manager is to ensure that our regional customers are successful and thriving with our next-generation endpoint technology. This is a full sales cycle role in which you will proactively advocate for the customers in the medium to large enterprise business segment, while focusing on high levels of adoption to ensure customer satisfaction. You will balance discovering upsell and cross-sell opportunities while partnering with our renewals team to ensure timely renewals.

• Serve as the primary point of contact for clients while collaborating with various internal stakeholders (Customer Success, Managed Services, etc.) to ensure the existing customer base is receiving the value they expect from their previous purchase
• Manage the contract renewal cycle from scheduling initial meetings through negotiation, contract changes, and signature while ensuring customers renew at an escalated ARR rate.
• Achieve a quota of new sales growth within the customer base.
• Be a customer advocate, driving relationships with key customers and creating new champions.
• Identify whitespace in accounts and create value-based presentations to promote upgrades and cross-sells.
• Consult with existing customers to recommend additional solutions from the solution portfolio to increase ingestion.
• Devise and execute account strategies and plans to maximize account growth.
• Provide high touch customer service, including escalation and coordination of support issues as needed.
• Deliver feedback to the Product Management team on new feature requests and product enhancements from your customer base.

REQUIREMENTS

• Experience of full sales cycle experience in account management or net new logo capacity, selling to C-suites, IT, security and other related fields.
• Must have experience selling Cybersecurity solutions
• Strong ability to run a discovery, manage full sales cycle, handle objections, implement a multi-faceted sales strategy such as working with partners, and close deals.
• Light experience and/or understanding of sales frameworks such as MEDDPICC and Sandler
• Track record of meeting or exceeding expectations in an individually focused, quota and/or metric carrying role.
• Ability to successfully balance a wide variety of daily tasks and adjust priorities on the fly in a fast-paced environment over multiple engagements.
• Strong technical aptitude and ability to learn new concepts quickly.
• Exceptional written and verbal communication skills demonstrated through email, conference calls, client visits and presentations, and internal meetings
• High level of comfort handling client objections and negotiations.

GOOD TO HAVE

• Advanced experience and/or understanding of sales frameworks such as MEDDPICC and Sandler