Enterprise Account Manager

Trek Bicycle; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Job summary

Skyhigh Security is seeking an Enterprise Account Manager in the United States to drive net new bookings and expand existing accounts within a complex security product suite. You will develop direct sales opportunities, evaluate customer requirements, and create tailored solutions delivering measurable business value.

In this role, you will craft prospecting strategies, manage the sales process (MEDDPICC), engage with CISOs and executives, leverage channel partners, and lead POCs/ POVs to close

Qualifications

• 5–15 years in quota-carrying security or disruptive tech sales.
• Proven prospecting, pipeline-building and quarterly quota attainment.
• Knowledge of MEDDPICC and contract negotiation.
• Strong C-level relationship skills and business acumen.
• Experience engaging presales and professional services in sales cycles.

Responsibilities

• Create a prospecting strategy to identify potential customers and build a sales pipeline.
• Manage the sales process and leverage technical resources to meet customer requirements.
• Analyze the customer environment, scope requirements, and close opportunities.
• Drive POCs and POVs with customers.
• Upsell and cross-sell Skyhigh Security products and solutions.
• Develop relationships with channel partners and system integrators.
• Engage at multiple levels within accounts including CISOs and board members.
• Develop account and opportunity plans to improve strategy.
• Maintain customer satisfaction.

Skills

Prospecting

Sales pipeline

MEDDPICC

C-level relations

Channel partners

System integrators

Presentation skills

Salesforce

Clari

Consultative selling

Forecasting

Negotiation

Account management

Business planning

Communication

Tools

Salesforce

Job description

Job Title:

Enterprise Account Manager

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced cloud company and a leader in data security. Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency.

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 Aylesbury, Bengaluru, Frisco, Milpitas, Paderborn, Sydney, Tokyo and more, our employees are the heart and soul of our company.

Skyhigh Security is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, offering the flexibility and freedom you desire in your work environment, along with the tools to reach your potential. From our employee recognition program, to our team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self.

We are on these too! Follow us onLinkedInand Twitter@SkyhighSecurity.

Role Overview:

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

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.

Company Benefits and Perks:

We believe that the best solutions are developed by teams who embrace each other’s unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we 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

We’re serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

Our Commitment to You :

At Skyhigh Security, we are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications.

Skyhigh Security conducts interviews through professional channels only and does not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information—such as your date of birth, Social Security number, or national ID number—during the interview process.

Skyhigh Security also does not require candidates to pay fees, purchase products or services, or process payments of any kind as part of the recruiting or hiring process. And Skyhigh Security will never keep any original work authorization documents that we may be required to review during the hiring process.