You must have prior success as an Account Manager selling high end technical Solutions to the CISOs of companies who are also budget challenged. You must excel at finding and closing new business, building value, selling consultatively and have great listening and questioning skills. You must be a high achiever and be able to work with limited supervision. Experience with security software, SaaS and on premises applications, infrastructure, and network related components are a plus. 50% travel within the territory, occasionally involving overnight stays.

Responsibilities:

  • Develop and execute sales/business plans to achieve quarterly sales/business objectives
  • Create and implement account strategy, including developing and maintaining relationships with key decision makers
  • Must be able to deliver value propositions and presentations to IT management as well as VP and C-level business management
  • Recognize customer business problems and drive/influence resources to address opportunities
  • Prospect for potential customers using various direct methods such as calling and face to face meetings, and indirect methods such as networking
  • Drive the entire sales cycle from initial customer engagement to closed sales
  • Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis
  • Develop and maintain Major Account Action plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales
  • Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
  • Implement sales/marketing tactics and programs in order to meet or exceed assigned territory objectives
  • Act as a liaison between Cyway and customers and develop a parner selling approach with pre-sales technical specialists and the customer service organization
  • Assist with channel partner recruitment, training and on-going support
  • Generate interest from and build strategic relationships with local VARS, Re-Sellers and GSI high level contacts
  • Organize activities and mentor associates from various departments in the organization that have a direct effect on your business – Marketing, Channel, SDR’s, SE’s, etc.

Essential Job Qualifications:

  • 6 years target based Enterprise security or IT security software sales experience
  • Experience in building pipeline and closing large deals with a specific list of Major Accounts
  • Have, create and maintain high level contacts and relationships with Major Accounts – CIO, CISO, Directors and Managers in both Security and Infrastructure.
  • Proven successful track record with annual quotas for the past five years
  • Strong prospecting, qualifying, closing and managing skills
  • Exceptional written and oral communication skills, including cold calls, proposal preparation, and presentation skills
  • Goal-oriented, team player, ability to delegate to pre-sales and post-sales
  • Persistent, hardworking, and dependable
  • Experience selling in a fast-paced, hybrid selling environment, where both direct and indirect approaches are used
  • Prior use of CRM applications (Siebel, Salesforce.com, etc.) and Microsoft applications such as Word/Excel/Outlook/etc
  • Must have a valid Bachelors degree
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