Account Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Achieve or surpass designated sales targets and objectives.

• Create and expand new licensing revenue within assigned accounts and territories.

• Manage and enhance relationships with existing customers.

• Employ solution-selling techniques and value-oriented, ROI-focused approaches to sell enterprise fraud risk and authentication solutions.

• Design and uphold sales plans and strategies to meet annual sales goals.

• Develop and implement both strategic and tactical plans.

• Navigate the sales process from identifying and qualifying opportunities to proof of concept, developing business cases and ROI, pricing, negotiating, and signing contracts.

• Collaborate with sales engineers and analytical teams to supervise proofs of concept and create results presentations.

• Forecast and report on opportunities and sales activities using Salesforce.

• Build industry and market knowledge, including insights into the competitive landscape, fraud risk trends, and technologies.

• Present comprehensive solutions and conduct product demonstrations for clients.

⛳️ Requirements

• Over 8 years of experience in strategic sales.

• Demonstrated history of successful selling, business development, executive-level influence, negotiation, and outstanding communication skills.

• Proven success in closing license sales deals exceeding 7 figures, along with experience in complex contract management.

• Significant experience in Account Management, fostering existing business, and nurturing relationships.

• Experience in selling intricate products to executive buyers.

• Capability to assess a prospect’s needs or challenges based on budget, timeline, and authority.

• Must be proactive in self-prospecting to build a qualified pipeline and work effectively alongside a BDR.

• Strong technological acumen and the ability to articulate the value proposition of solutions.

• Proficiency in managing multiple opportunities and adhering to deadlines.

• Ability to collaborate cross-functionally with engineering, marketing, product management, partners, alliances, and internal stakeholders.

• Mathematical and analytical skills necessary to develop a financial business case.

🏝️ Benefits

• Competitive compensation package, including equity for all employees.

• Unlimited paid time off (PTO).

• Comprehensive health and welfare plans, featuring one employer-paid “employee-only” plan.

• Top-tier Health Savings Account (HSA) employer contribution.

• Affordable vision and dental plans available for you and your family.

• Employer-sponsored life and disability coverage, with additional supplemental options available.

• Paid parental leave for birth, adoptive, and foster parents.

• One year of diaper delivery service for your newest family member.

• Identity protection services provided through Norton LifeLock.

• Regular monthly allowance for phone and internet expenses.

• One-time allowance for setting up a home office.

• Remote-first work environment with flexible working hours.

• Observance of company holidays.

• Annual professional development and learning benefits.

• Choice of an Apple MacBook Pro as your work device.

• Retirement plan with a competitive 401(k) matching contribution.

• Wellness program that includes an Employee Assistance Program and 24/7 Telemedicine access.

• Commission payments are available in addition to base salary.