Channel Sales Account Manager
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Job Location:
Monthly Salary:
Posted on:
30+ days ago
Vacancies:
1 Vacancy
Job Summary
Summary
At ESET our Channel Sales Account Managers key responsibility is to generate more revenue for the company manage client accounts and come up with new sales ideas. This includes new sales strategies sales pitches and business plans.Part of this role requires Business Development within the defined sales territory and focuses on new logo acquisition and large enterprise deal pursuit across key verticals.
Job description
Youll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform.
This is a unique opportunity for a closer with a hunter mentality to manage and enlarge accounts and obtain net new business and gain market share
Responsibilities/Duties -
Prospect develop and close new less complex enterprise customers for ESET security software products in a defined sales territory with the ability to qualify opportunities and allocate time and resources accordingly to best practices.
Engage in the entire sales cycle from lead generation to closing new deals often involving cold calling networking and initial client engagement.
Frequently interact with potential customers aiming to convert prospects into clients. Focus on understanding the needs of new markets and customer segments.
Develop and execute territory & 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 strategy focused on prospecting and landing of Net New enterprise accounts with (x000 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
Solve complex business problems for our customers and ensure a positive prospect/customer experience and make our ESET customers successful
Provide detailed knowledge of ESETs product portfolio and develop the comfort working with VARs to generate new pipeline and opportunities
Coordinate sales activities across multi-functional groups
Coordinate with other sales team members to share best practices and insights. Share best practices and insights with other team members
Collaborate with management to develop acquisition plan and strategy to deliver long-term goals
Suggest improvements in processes/systems to align it with internals needs
Train the other team members by providing coaching developing and distributing playbooks conduct trainings.
Knowledge/Experience -
5 years of field sales experience or equivalent quota-crushing role in the software/technology sector; experience in cyber-security or SecOps preferred
3 years of experience evangelizing enterprise technology with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Can provide one-on-one coaching to internal teams sharing insights and strategies for managing complex sales cycles and building relationships with enterprise prospects
Develop and distribute playbooks that outline effective strategies scripts and processes that have proven successful in enterprise account acquisition
Encourage a collaborative approach to selling where the BDM works alongside other sales team members on high-stakes deals
Facilitate collaboration between the sales team and other departments (e.g. marketing product development customer support) to ensure a holistic approach to meeting client needs
Conduct training sessions focused on acquisition advanced negotiation tactics helping the team build stronger pipeline.
Share market analysis on the specific challenges and pain points of enterprise clients and how to effectively address them.
Experience and knowledge of SaaS-based architectures ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
Lead all aspects of the sales cycle with the ability to uncover qualifying developing and closing new white-space territories and accounts
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.
Strong focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation
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.
Exceptional spoken/written language skills required: Ability to read analyse 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
Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills
#LI-KP1 #LI-Hybrid #mid-senior
Benefits
Health & well-being
- Gym perks: Subsidized gym membership to release endorphins at one of Australias premium gyms
Family
- Team sprit & recognition: Regular cohesive team-events that bring everyone together
- Time to recharge: Generous leave policies for vacations and all of lifes big moments
Office
- Modern office perks: World-class facilities that recharges the body mind and soul
- Centrally located: Located right in the heart of Sydneys CBD amidst greenery and mouth-watering food options
Other
- Hybrid work culture: Remote work arrangements that balance personal commitments and face/face time with co-workers
- Fuel your growth: Access to world-class learning platforms and development opportunities
Primary location
SydneyAdditional locations
Time type
Full timeRequired Experience:
Manager
Key Skills
- Business Development
- Customer Service
- Revenue Growth
- Product Knowledge
- Account Management
- CRM
- Customer Base
- New Customers
- Territory
- Business Relationships
- Sales Goals
- Sales Process
- Powerpoint
- New Clients
- Technical Support
About Company
ESET started in 1987 as a project of two young programming enthusiasts who wrote a program for the detection of one of the world’s first computer viruses. Back then they did not know their program would become one of the most successful antivirus programs in the world – NOD.Since then ... View more
