Enterprise Account Manager - West

Trellix; Lincoln (NE); Remote; USD 100,000 - 150,000; Full time

Job summary

A leading cloud security provider is seeking an Enterprise Account Manager - West to drive sales and bookings of their security products. The ideal candidate has 5-15 years of experience in technology sales, particularly in the security sector, and excels in prospecting and relationship-building with C-level executives. This role offers competitive benefits and the chance to join a dynamic team committed to security innovations.

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 sales role within the security industry.
• Strong prospecting skills with a proven sales record.
• Deep knowledge of security challenges and customer requirements.

Responsibilities

• Drive net new sales and bookings of security products in the assigned territory.
• Create and execute a prospecting strategy to identify potential customers.
• Work closely with customers to drive Proof of Concepts (POCs) and Proof of Values (POVs).

Skills

Cyber Security

Account Management

Consultative Selling

Business Planning

Communication

Negotiation

Product Knowledge

Forecasting

Tools

Salesforce

Clari

Job description

Enterprise Account Manager - West

About Skyhigh Security: Skyhigh Security is a dynamic, fast‑paced, cloud company that is a leader in the security industry. 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 Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company.

Role Overview

The Enterprise Account Manager - West 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

• 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.