Enterprise Account Manager

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2 days ago

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Trellix

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Cybersecurity • Artificial Intelligence • Enterprise

Trellix is a leading cybersecurity company that provides a comprehensive AI-powered security platform. It offers a wide range of products and services including endpoint security, data security, network security, threat intelligence, email security, and cloud security. With advanced threat detection and response capabilities, Trellix empowers security operations centers worldwide to efficiently manage and respond to cyber threats. The company is recognized by key industry analysts as a leader in extended detection and response (XDR) and network detection and response (NDR). Trellix also offers professional services, cybersecurity education, and manages detection and response (MDR) services, ensuring clients are well-protected and informed about the latest cybersecurity threats.

1001 - 5000 employees

🔒 Cybersecurity

🤖 Artificial Intelligence

🏢 Enterprise

💰 $35M Venture Round on 2000-04

📋 Description

• The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. • The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. • The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings. • Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas. • Manage the sales process and leverage internal technical resources as needed to meet customer requirements. • Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities. • Work closely with customers to drive POCs and POVs. • Upsell and cross-sell Skyhigh Security products and solutions based on customer needs. • Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. • Develop relationships internally with key stakeholders. • Engage and present at multiple levels within an account including CISO, key stakeholders and board level. • Develop account and opportunity plans to improve account strategy. • Maintain customer satisfaction. • Develop relationships with our channel and service partners to create strategic opportunities.

🎯 Requirements

• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors (e.g. AI/ML) with deep relationships with CISOs and customer stakeholders. • Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas. • Ability to manage the sales process (MEDDPICC) and negotiate contracts. • Deep knowledge of the customer’s requirements and security challenges. • Strong business acumen and ability to build C-level relationships. • Must be able to interpret and execute opportunities within complex organizations. • Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including POCs and POVs. • Strong relationships with channel partners and system integrators. • Must possess excellent presentation skills. • Requires working knowledge of consultative sales methodologies, preferably MEDDPICC. • 3-5 years’ experience with Salesforce and Clari.

🏖️ Benefits

• Retirement Plans • Medical, Dental and Vision Coverage • Paid Time Off • Paid Parental Leave • Support for Community Involvement