Enterprise Sales Account Manager

Roles/Responsibilities

. Deliver the revenue target for your assigned territory

. Build sufficient pipeline coverage to support your revenue target (3-4x)

o Drive revenue growth by establishing new logos, as well as upselling and cross-selling to existing customers

o Key Accounts

. Develop and execute account plans for your key customers and prospects

. Build relationships with economic buyers and senior influencers in your key accounts

. Create demand and/or identify major projects within the largest accounts

. Territory

. Develop and lead sales campaigns, plans and strategies within your broader assigned territory

. Identify and develop new opportunities across the territory.

Teaming and collaboration

. Effectively leverage all available resources, in a qualified manner

. Be accountable for driving success across all aspects of your territory

. Provide leadership and direction to your peers (product group, engineering, marketing etc) in relation to your territory

. Facilitate executive relationships within your key accounts and partners to assist in driving pipeline and revenue

. Team with authorized channel partners on sales opportunities leveraging their capabilities where appropriate

. Partner closely with technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and exchanges

Qualifications

. Willing and able to travel regularly

. Must be able to demonstrate MEDDPICC and Salesforce proficiency

. 5-10 years direct touch and channel sales experience

. A strong network of relevant executive and senior influencer relationships within key customers, SIs and resellers

. Experience selling complex software-based solutions such as ITSM, SIEM, IT Infra, Endpoint Mgmt, Network Security or ITIL

. Able to build and execute account plan for Large, complex deal management

. Experience in applying solution-selling methodologies to maximize corporate revenue growth

. Excellent interpersonal, communication and presentation skills