Enterprise Account Manager

Kaspersky; Johannesburg; On-site; ZAR 600,000 - 800,000; Full time

Job summary

A leading cybersecurity firm in Johannesburg is seeking an experienced Enterprise Account Manager to engage with enterprise customers and grow the segment. The successful candidate will have over 7 years of direct account management experience in cybersecurity and must demonstrate a proven track record of achieving targets. This role involves driving the sales cycle, maintaining executive relationships, and presenting cybersecurity solutions to large corporations.

Qualifications

• 7+ years of direct account management experience in cybersecurity, IT with large accounts.
• Proven track record of achievement against targets.
• Current contacts at the CxO level in large accounts.

Responsibilities

• Achieve quarterly and annually set targets from selling enterprise solutions.
• Establish and maintain executive level relationships.
• Develop contacts with enterprise customers into leads.

Skills

Direct account management experience

Knowledge of cybersecurity solutions

Communication skills

Presentation skills

Interpersonal skills

Time management skills

Business acumen

Fluency in English

Education

Bachelor’s Degree in Computer Science, Marketing, Management, Business Administration

Job description

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 27 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world.

Today our team has more than 5 500 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats.

Join us to become part of an exceptional team, while remaining yourself and using your skills to keep us growing and evolving!

Enterprise Account Manager (EAM) represents Kaspersky in the Enterprise customer segment which are accounts with more than 1,000 users. This person will need to grow the enterprise segment with direct engagement of enterprise customers and clear communication of the Company’s vision and strategy.

Main responsibilities:

• Achieve quarterly and annually set targets from selling of enterprise solutions on territory outside of named account list;
• Establish and maintain executive level relationships to create a qualified pipeline, and drive revenue;
• Develop contacts with enterprise customers into leads and work through the entire sales cycle;
• Articulate the value of our enterprise products/services to executive level within each customer’s organization structure;
• Identify, develop and anchor a compelling value proposition to prospective customers in the large enterprise segment;
• Position Kaspersky’s specialized services such as cyber security training, threat intelligence services, Anti APT, etc. to large enterprises;
• Prepare and present proposals and product information to prospects;
• Funnel reporting and updates using CRM system;
• Work in close connection with Partner / Partner Account managers to ensure deal closure and full sales cycle support by appropriate reseller or system integrator;
• Independently drive the entire sales cycle for customer acquisition;
• Stay updated with the competitive landscape and latest trends in the security market;
• Work as a trusted consultant for enterprises to anchor Kaspersky products & services as their preferred choice;
• Lead the process of timely response to RFP’s working closely 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 a regular basis;
• Coordinate with global and regional sales team.

Requirements:

• 7+ years of direct account management experience in cybersecurity, IT handling large accounts;
• Bachelor’s Degree in Computer Science, Marketing, Management, Business Administration, or equivalent;
• Strong knowledge of cybersecurity solutions;
• Proven, documented track record of achievement against target;
• Experience in delivering presentations to large corporations;
• Current contacts/relationships at the CxO level in large accounts;
• A proactive new business hunter with a winning mentality;
• Excellent communication and presentation skills;
• Highly developed interpersonal skills and the ability to manage relationships at all levels;
• Target-driven and results-focused;
• Effective time management skills;
• Strong business and executive-level sales acumen;
• A strong sense of responsibility and commitment, with effective communication skills for interacting with people at all levels;
• Ability to work under pressure and meet deadlines;
• Fluency in English.

The hiring process (approx. 2–3 weeks total) for this position looks as follows:

1) Resume review (1–3 business days)

2) Introductory call with Recruiter (30 min)

3) Interview with Hiring Manager (60 min)

4) Final interview (optional)

5) Offer & reference check