Enterprise Account Manager

Job posting title

Enterprise Account Manager

Job summary

JOB PURPOSE:

Enterprise Account Manager is a significant driver of company revenue and growth with managing our largest and most strategic customers within the defined geographical sales territory.

Job description

GOALS and OBJECTIVES:

The Enterprise Account Manager (EAM) role is required to be located within a major city within the define sales territory and reports to the Director of Enterprise Sales. The EAM will take lead on managing and maintaining existing name accounts to upsell & cross-sell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account.

You'll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform & Services. This is a unique opportunity for a closer that takes a strategic approach to win the renewal business and expand revenue within their named accounts.

DUTIES and RESPONSIBILITIES:

• Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices
• Develop and execute territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com
• Attain quarterly and annual net new revenue goals and quota targets
• Pursue a "Hunter/Farmer strategy" focused on expanding & enlarging revenue of existing named enterprise accounts with (2500+ seats)
• Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives
• Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs
• Establish a Quarterly Business Review (QBR) cadence in person or virtual with named accounts to achieve revenue optimization and understand customer goals & objectives
• Provide detailed knowledge of ESET's product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities
• Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.)
• Work in a fast-paced, flexible, and passionate sales environment under minimal supervision

KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:

• 7+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred
• 10+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
• Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
• Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
• You will win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
• Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.
• Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
• Willingness to be coached and the discipline to work a proven sales process from beginning to end.
• Evidence of 'team sales' and the ability to use internal resources, partners, and team members to be successful.
• An 'in the field' mentality leading you to meet customers & prospects face to face wherever possible.
• Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management.
• High level of inter-personal relationship and excellent written and verbal communication skills
• Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
• Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills

OTHER SKILLS:

• Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Professionalism, Customer Relationship Management, Multi-Tasking, Problem Resolution, Time Management, Account Management

EDUATION:

• University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.

JOB FIT:

• Must live within a major city within the defined geographical sales territory
• Must be available to work days, evenings and weekends if necessary
• Must be able to accommodate for calls/meetings with different time zones
• Be available for travel approximately 50% within the geographical sales territory

Job requisition

JR-04352 Enterprise Account Manager (Open)

Primary location

Dallas (Home Office)

Additional locations

Time type

Full time