Strategic Account Manager

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

📋 Description

• Take ownership of and expand a portfolio of key enterprise accounts throughout Germany, focusing on customer retention, growth, upselling, and cross-selling opportunities.

• Establish trusted relationships with CISOs, CIOs, OT leaders, and other senior stakeholders.

• Create and implement detailed account growth strategies that align with customers’ business goals and cybersecurity initiatives.

• Identify untapped opportunities across various business units, regions, and product offerings.

• Lead intricate commercial negotiations, as well as renewal, expansion, and strategic growth efforts.

• Collaborate with Customer Success, Sales Engineering, Professional Services, Marketing, and Product teams.

• Work alongside channel partners and Global Systems Integrators (GSIs) to enhance customer adoption and growth.

• Illustrate the business value and ROI of Claroty’s platform through conversations at the executive level and value-driven sales approaches.

• Utilize structured sales methodologies, including MEDDPICC, to identify expansion opportunities, maintain forecast accuracy, and navigate complex sales processes.

• Represent Claroty at executive briefings, customer meetings, and industry events throughout Germany and Europe.

• Meet or surpass targets for expansion, renewal, and revenue growth while ensuring customer satisfaction.

• Incorporate modern AI solutions into daily workflows to enhance operational output, speed, and efficiency.

⛳️ Requirements

• Over 5 years of experience managing strategic enterprise accounts in the fields of cybersecurity, OT security, networking, or enterprise software for a vendor or Global Systems Integrator (GSI).

• Demonstrated history of growing existing enterprise customers through upselling, cross-selling, renewals, and strategic account management.

• Proven ability to build relationships with C-level executives and influence complex purchasing decisions within large enterprises.

• Experience in managing complex enterprise sales cycles and multi-stakeholder customer interactions.

• Familiarity with structured sales methodologies like MEDDPICC.

• Background in a high-growth startup or scale-up environment, showcasing a proactive and ownership-driven mindset.

• Exceptional communication, presentation, negotiation, and relationship management abilities.

• Highly collaborative, customer-centric, and results-oriented with strong business acumen.

• Demonstrated experience using AI tools regularly to enhance workflows and boost team productivity.

• Willingness to travel across Germany and Europe as necessary (up to 50%).

🏝️ Benefits

• Variable compensation components, including equity or bonuses.

• Information regarding the comprehensive total rewards package will be provided before interviews.

• Special accommodations available upon request during all stages of the selection process.