Enterprise Account Manager

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

📋 Description

• The Enterprise Account Manager will be tasked with driving new sales and increasing bookings from existing accounts for a comprehensive range of Skyhigh Security products, solutions, and services within the designated territory.

• This position necessitates a thorough understanding of security technologies, competition, and the capability to create value by delivering effective solutions to clients.

• The Account Manager is accountable for generating direct sales opportunities, assessing customer needs, and crafting customized solutions that lead to new bookings.

• Develop a prospecting strategy to identify potential clients, cultivate relationships, establish a sales pipeline, prepare and present solutions, and negotiate contracts that meet quarterly sales targets.

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

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

• Collaborate closely with clients to facilitate POCs and POVs.

• Upsell and cross-sell Skyhigh Security products and solutions based on customer requirements.

• Generate demand through channel partners, resellers, and end-user customers to enhance brand awareness, product knowledge, and business relationships.

• Build and nurture relationships internally with key stakeholders.

• Engage and present at various levels within an account, including CISOs, key stakeholders, and board members.

• Formulate account and opportunity plans to enhance account strategy.

• Ensure customer satisfaction.

⛳️ 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 possess strong prospecting abilities, the capability to build a sales pipeline, and a solid record of meeting quarterly sales quotas.

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

• Extensive knowledge of customer requirements and security challenges.

• Strong business acumen and the ability to cultivate C-level relationships.

• Capable of interpreting and executing opportunities within complex organizations.

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

• Established relationships with channel partners and system integrators.

• Exceptional presentation skills are required.

• Familiarity with consultative sales methodologies, preferably MEDDPICC.

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

🏝️ Benefits

• Retirement Plans

• Medical, Dental, and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement