Enterprise Account Manager
Enterprise Account Manager
Employer Active
Job Alert
You will be updated with latest job alerts via email
Share
Job Alert
You will be updated with latest job alerts via email
Not Disclosed
Salary Not Disclosed
1 Vacancy
Job Description
Summary
Key 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
Key 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. As an experienced and dynamic sales professional KAM is responsible for maintaining & expanding the customer relationship by leading and driving end-to-end sales process to expand & enlarge existing customers. The KAM 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. The KAM should be combined role responsible also for huntung new logos (when it make sense).
FUNCTIONAL RESPONSIBILITIES AND DUTIES
Manage nurture and grow strategic relationships with the less complex enterprise clients to ensure long-term customer satisfaction and retention.
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
Perform post-sales activities including managing ongoing relationships addressing client needs and upselling or cross-selling additional products or services.
Develop and execute 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
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 regular Quarterly Business Review (QBR) cadence 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 multi-functional groups.
Shadow the more experiences colleagues during client meetings and negotiations to learn best practices.
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.
REQUIREMENTS
Education:
University undergraduate degree in Engineering Business Finance or Computer Sciences or equivalent experience.
Experience:
Years of work experience: 8 ( 4-5 years in enterprise)
4 years of field sales experience or equivalent quota-crushing role in the software/technology sector; experience in cyber-security or SecOps preferred
6 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
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
Knowledge:
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.
Language:
English B2
local language
Communication:
High level of inter-personal relationship and excellent written and verbal communication skills
Managerial skills:
N/A
Personal characteristics:
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.
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
Fast thinking and adaptable
Benefits
Health & well-being
- Health insurance
- Death in service
- Employee assistance program (EAP)
- Pension
- Perkbox
- Free sight tests and discount on glasses
- Sick pay
- Extra holiday
- Wellbeing Allowance
Family
- Child Birth Allowance
- Marriage Allowance
- Enhanced Parental leave
Office
- Free Parking
- Hot and cold drinks and fruit
- Friday Breakfast
- Christmas PartySummer Party
Other
- Loyalty award
- Employee referral scheme
- Cycle to work
- Tech Scheme
- Christmas Hamper
Primary location
BournemouthAdditional locations
Time type
Full timeRequired Experience:
Manager
Employment Type
Full-Time
