Trellix
Job Title: Enterprise Account Manager - Southeast
Overview
Skyhigh Security is a dynamic, fast-paced cloud company and a leader in the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, organizations have trusted us to provide a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products simplifies data security through cloud-based, Zero Trust solutions that are managed in a single dashboard. We have offices worldwide and a collaborative culture that values flexibility and growth. We embrace a hybrid work model and invest in our people through programs like employee recognition, learning series, and team celebrations. Follow us on LinkedIn and Twitter for updates. Role Overview
The Enterprise Account Manager will drive 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 deliver solutions that create customer value. The Account Manager will develop direct sales opportunities, evaluate customer requirements, and create tailored solutions that lead to new bookings. Responsibilities
Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, 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 requirements, and collaborate with technical resources to close opportunities. Drive POCs and POVs with customers. 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 with key stakeholders internally. Engage and present at multiple levels within an account including CISO, stakeholders, and board level. Develop account and opportunity plans to improve strategy. Maintain customer satisfaction. Develop relationships with channel and service partners to create strategic opportunities. Qualifications
5-15 years’ experience in a quota-carrying role selling products within the security industry or other disruptive technology sectors with deep relationships with CISOs and customer stakeholders. Experience generating direct sales opportunities; strong prospecting skills, ability to build sales pipeline, and a track record of achieving quarterly quotas. Ability to manage the sales process (MEDDPICC) and negotiate contracts. Deep knowledge of customer requirements and security challenges. Strong business acumen and ability to build C-level relationships; capable of navigating complex organizations. Ability to engage presales and professional services during POCs and POVs. Strong relationships with channel partners and system integrators. Excellent presentation skills. Working knowledge of consultative sales methodologies, preferably MEDDPICC. 3-5 years’ experience with Salesforce and Clari. Results-oriented mindset with integrity, confidence, perseverance, interpersonal skills, tech savviness, and business acumen (ROI). Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting. Benefits
We offer a dynamic workplace that encourages employees to bring their authentic selves to work every day. We provide flexible work hours and family-friendly benefits, including: Retirement Plans Medical, Dental and Vision Coverage Paid Time Off Paid Parental Leave Support for Community Involvement We prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
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Overview
Skyhigh Security is a dynamic, fast-paced cloud company and a leader in the security industry. Our mission is to protect the world’s data, and we live and breathe security. We value learning at our core, underpinned by openness and transparency. Since 2011, organizations have trusted us to provide a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products simplifies data security through cloud-based, Zero Trust solutions that are managed in a single dashboard. We have offices worldwide and a collaborative culture that values flexibility and growth. We embrace a hybrid work model and invest in our people through programs like employee recognition, learning series, and team celebrations. Follow us on LinkedIn and Twitter for updates. Role Overview
The Enterprise Account Manager will drive 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 deliver solutions that create customer value. The Account Manager will develop direct sales opportunities, evaluate customer requirements, and create tailored solutions that lead to new bookings. Responsibilities
Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, 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 requirements, and collaborate with technical resources to close opportunities. Drive POCs and POVs with customers. 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 with key stakeholders internally. Engage and present at multiple levels within an account including CISO, stakeholders, and board level. Develop account and opportunity plans to improve strategy. Maintain customer satisfaction. Develop relationships with channel and service partners to create strategic opportunities. Qualifications
5-15 years’ experience in a quota-carrying role selling products within the security industry or other disruptive technology sectors with deep relationships with CISOs and customer stakeholders. Experience generating direct sales opportunities; strong prospecting skills, ability to build sales pipeline, and a track record of achieving quarterly quotas. Ability to manage the sales process (MEDDPICC) and negotiate contracts. Deep knowledge of customer requirements and security challenges. Strong business acumen and ability to build C-level relationships; capable of navigating complex organizations. Ability to engage presales and professional services during POCs and POVs. Strong relationships with channel partners and system integrators. Excellent presentation skills. Working knowledge of consultative sales methodologies, preferably MEDDPICC. 3-5 years’ experience with Salesforce and Clari. Results-oriented mindset with integrity, confidence, perseverance, interpersonal skills, tech savviness, and business acumen (ROI). Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting. Benefits
We offer a dynamic workplace that encourages employees to bring their authentic selves to work every day. We provide flexible work hours and family-friendly benefits, including: Retirement Plans Medical, Dental and Vision Coverage Paid Time Off Paid Parental Leave Support for Community Involvement We prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
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