Sales Manager (High-Touch)

Summary

Job description

The Sales Manager (HighTouch) will take lead on managing and maintaining existing name accounts to upsell & crosssell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account. The Sales Manager (HighTouch) should be combined role responsible also for hunting new logos (when it make sense).

FUNCTIONAL RESPONSIBILITIES AND DUTIES
Develop and execute the overall strategy for key account management to maximize revenue potential and ensure longterm client satisfaction.
Foster and maintain executivelevel relationships with top enterprise clients ensuring alignment with their strategic goals and objectives.
Emphasizes strategic planning longterm relationship building and highlevel negotiations with senior executives in large enterprises. This role focuses on developing and executing comprehensive account strategies tailored to each major client.
Manages relationships with large complex organizations that may have multiple decisionmakers sophisticated needs and intricate purchasing processes.
Prospect develop and close the renewal up sell & crosssell 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 comprehensive territory & customer account plans to deliver maximum revenue potential manage sales activities and updates and create and deliver accurate forecasts in CRM
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
Advocate the ESET Security vision to prospects through high impact product demonstrations events and targetspecific initiatives
Manage large/global enterprise prospect and customer evaluations proof of concepts and any RFP/RFIs
Establish a regular 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 ESETs product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities
Coordinate sales activities across multifunctional groups
Operates with a high degree of autonomy making key decisions on account strategies pricing and contract terms. They often have the authority to make commitments on behalf of the company
Works closely with senior management product development marketing and other departments to align the companys offerings with the strategic goals of major clients
Train the other team members by providing coaching developing and distributing playbooks conduct trainings.
Plan and coordinate the work of colleagues in accordance with superiors instructions be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results.
Perform conceptual systemic creative and methodical activities.
Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

MANAGERIAL RESPONSIBILITIES
Propose and implement improvements of processes and work procedures within the team.
Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds.
Share relevant information and support communication within the team and with other organizational units.
Set clear and realistic goals and expectations towards work performance within prescribed deadlines.
Manage plan and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes.
Provide regular feedback and evaluate work performance of direct subordinates (e.g. probation period definite period assessment interviews).
Take timely and efficient measures to ensure highquality and timely work output of the team and its members.
Ensure optimum planning of human resources their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes.
Cooperate on new employee recruitment process.
In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities.
Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.

REQUIREMENTS
Education:
University undergraduate degree in Engineering Business Finance or Computer Sciences or equivalent experience.

Experience:
Years of work experience: 13
7 years of field sales experience or equivalent quotacrushing role in the software/technology sector; experience in cybersecurity or SecOps preferred
10 years of experience evangelizing enterprise technology with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Requires extensive experience in key account management enterprise sales and a proven track record of handling large complex accounts.

Knowledge:
Advanced knowledge of the industry and exceptional negotiation skills are crucial. Engages with senior executives and decisionmakers within enterprise clients. This includes Csuite executives VPs and directors.
Develops deep longlasting relationships with key clients often acting as a trusted advisor and ensuring continuous alignment with the clients business goals.
Expected to have a deep understanding of industry trends competitive dynamics and emerging technologies
Can provide oneonone coaching to junior sales representatives sharing insights and strategies for managing complex sales cycles and building relationships with enterprise clients
Encourage a collaborative approach to selling where the MAM works alongside other sales team members on highstakes deals providing guidance and support throughout the sales process
By demonstrating best practices in sales techniques negotiation and account management the MAM sets a standard for others to follow
Experience and knowledge of SaaSbased architectures ideally in a cyber security and/or security context awareness of EDR/XDR & MDR technology is preferred


Communication:
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 interpersonal relationship and excellent written and verbal communication skills

Personal characteristics:
Share insights on market trends competitor strategies and emerging technologies to help the sales team stay ahead of the curve and tailor their approaches accordingly
Educate the team on the specific challenges and pain points faced by enterprise clients and how to position solutions effectively
Have and able to lead all aspects of the sales cycle with the ability to uncover qualifying developing and closing new whitespace territories and accounts
Win deals through worldclass planning and preparation as well as being consultative in your approach to solving real business problems.
Consistent track record of overachievement; 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 and prospects face to face wherever possible.
Intermediate mathematical skills: Ability to calculate discounts interest commissions proportions percentages
Detail oriented and selfreliant with a high level of interpersonal relationship and excellent written and verbal communication skills
Fast thinking and adaptable

Benefits

Health & wellbeing

• Cigna Medical Plan
• Cigna Dental Plan
• EyeMed Vision Plan
• Reliance Standard Life Insurance
• Reliance Standard Long Term Disability Plan
• HealthJoy Employee Assistance Program
• Cigna Supplemental Insurance
• Lifestyle Spending Account
• BiWeekly Mediation Series
• Onsite Gym and shower facilities

Family

• Volunteer Day off
• Paid Time off
• Tuition Reimbursement
• Birthing Parent Match
• Pet Insurance

Office

• Recreational Zone
• Coffee & Snacks
• Parking Benefit

Other

• Benefit Hub Discounts on travel cars electronics etc
• 401(k) retirement savings
• ESETs Charitable Contributions Program
• Referral Program

Primary location

Additional locations

Time type