Enterprise Account Manager - Southeast

Trellix; Frankfort (KY); Remote; USD 100,000 - 140,000; Full time

Job summary

A leading cybersecurity company is seeking an Enterprise Account Manager for the Southeast region. The role involves driving sales of Skyhigh Security products, managing customer relationships, and achieving sales quotas. Ideal candidates will have significant experience in security sales, strong prospecting abilities, and the capacity to build C-level relationships. This position offers a flexible work environment and comprehensive company benefits.

Benefits

Retirement Plans

Medical, Dental and Vision Coverage

Paid Time Off

Paid Parental Leave

Support for Community Involvement

Qualifications

• 5-15 years’ experience in a quota carrying role selling products in security or disruptive tech.
• Experience generating direct sales opportunities and strong prospecting skills.
• Ability to manage the sales process and negotiate contracts.

Responsibilities

• Create a prospecting strategy to identify potential customers.
• Manage the sales process and leverage technical resources.
• Drive customer satisfaction and develop relationships with stakeholders.

Skills

Cyber Security

Account Management

Consultative Selling

Business Planning

Communication

Negotiation

Product Knowledge

Forecasting

Tools

Salesforce

Clari

Job description

Overview

Job Title: Enterprise Account Manager - Southeast

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.

Responsibilities

• 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.