Enterprise Account Manager

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

📋 Description

• Accountable for generating new sales and increasing bookings from existing accounts for Skyhigh Security products, solutions, and services within the designated territory.

• Develop a prospecting strategy to pinpoint potential clients, cultivate relationships, construct a sales pipeline, prepare and deliver solutions, and negotiate contracts.

• Oversee the sales process and utilize internal technical resources as necessary to fulfill customer requirements.

• Evaluate the customer's environment, define customer needs, and collaborate with technical resources to finalize sales opportunities.

• Collaborate closely with clients to drive Proofs of Concept (POCs) and Proofs of Value (POVs).

• Upsell and cross-sell Skyhigh Security products and solutions tailored to customer needs.

• Generate interest with channel partners, resellers, and end-user customers to enhance product awareness, mindshare, and business relationships.

• Foster relationships with key internal stakeholders and engage with multiple levels within an account, including CISOs, key stakeholders, and board members.

• Create account and opportunity plans to refine account strategy.

• Ensure customer satisfaction is maintained.

• Build relationships with channel and service partners to identify strategic opportunities.

⛳️ Requirements

• 5-15 years of experience in a quota-carrying role selling products in the security industry or other disruptive technology sectors (e.g., AI/ML), with established relationships with CISOs and customer stakeholders.

• Proven experience in generating direct sales opportunities; must demonstrate strong prospecting abilities, capacity to build a sales pipeline, and a solid track record of meeting quarterly sales targets.

• Competence in managing the sales process (MEDDPICC) and negotiating contracts.

• In-depth understanding of customer requirements and security challenges.

• Strong business acumen and capability to build relationships at the C-level.

• Ability to navigate and execute opportunities within complex organizations.

• Capacity to engage members of presales and professional services teams at various stages of the sales cycle, including POCs and POVs.

• Established relationships with channel partners and system integrators.

• Excellent presentation skills are a must.

• Knowledge of consultative sales methodologies is required, preferably MEDDPICC.

• 3-5 years of experience with Salesforce and Clari.

🏝️ Benefits

• Medical, Dental and Vision Coverage

• Retirement Plans

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement