Enterprise Account Manager

September 30

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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

• Skyhigh Securityの複雑な製品、ソリューション、サービスを、担当地域内で新規顧客および既存顧客からの追加契約を獲得する責任を担う。 • 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 and engage at multiple levels including CISO and board level. • Develop account and opportunity plans to improve account strategy and maintain customer satisfaction. • Develop relationships with our channel and service partners to create strategic opportunities.

🎯 Requirements

• セキュリティ業界またはその他の革新的な技術分野(例:AI/ML)における製品販売の経験が5~15年あり、CISOや顧客の主要な関係者と深い関係を築いている方。 • 直接的な販売機会を創出した経験があり、高いプロスペクティングスキル、セールスパイプラインを構築する能力、そして四半期ごとの売上目標を達成した実績をお持ちの方。 • 販売プロセス(MEDDPICC)を管理し、契約を交渉する能力。 • 顧客の要件とセキュリティ上の課題に関する深い知識。 • 強力なビジネスセンスと、役員レベルの関係を構築する能力。 • POCやPOVを含む、セールスサイクルの複数の段階でプリセールスおよびプロフェッショナルサービス部門のメンバーと連携する能力。 • チャネルパートナーおよびシステムインテグレーターとの強力な関係。 • 優れたプレゼンテーションスキル。 • コンサルティング型の営業手法、特にMEDDPICCに関する実務知識。 • SalesforceおよびClariの使用経験が3~5年。 • 結果志向で、スタートアップのようなマインドセット、誠実さ、自信、忍耐力、粘り強さ、対人スキル、自己認識、技術への精通度、財務的知識(ビジネスケース/ROI)。 • 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; strong prospecting skills and track record of achieving quarterly sales quotas. • Ability to manage the sales process (MEDDPICC) and negotiate contracts. • Deep knowledge of customer requirements and security challenges. • Ability to engage presales and professional services across sales cycle including POCs and POVs. • Strong relationships with channel partners and system integrators. • 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 • Social programs • Flexible work hours • Family-friendly benefits • Employee recognition program • 'Blast Talks' learning series • Team celebrations