Account Manager - Sunnyvale

Proofpoint•Sunnyvale, CA

3d•Hybrid

About The Position

Proofpoint is seeking an experienced Account Manager for its Commercial Add-On team, based out of the Sunnyvale office. The role focuses on expanding Proofpoint’s product footprint with existing customers and contributing to revenue growth. It is hybrid and requires working in the Sunnyvale office four days per week, Monday through Thursday. The Account Manager works consultatively with existing customers to identify additional Proofpoint solutions and manages sales from opportunity identification through meetings, demonstrations, customer questions, negotiation, and closing. The role also involves account strategy and planning with Sales Engineering and channel partners, customer support coordination, and updates to management through meetings, forecasts, and reports. Modified hours may be needed to support accounts in other time zones, and occasional travel for key accounts may be required.

Requirements

At least 3 years of solution sales experience focused on generating net-new or add-on revenue.
Experience selling to C-suite executives.
A consistent track record of meeting or exceeding quota goals.
Experience managing sales cycles of 2–6 months from prospecting through negotiation and closing.
Competitive nature and ability to operate within a team environment.
Ability to present and discuss highly technical information and learn new concepts quickly.
Strong presentation skills in person and by phone or online.
Ability to provide excellent customer care while identifying new revenue opportunities.
Bachelor’s degree or equivalent work experience.

Nice To Haves

Extensive experience selling to CISO, CIO, or CTO executives.
Experience or training in sales methodologies such as SPIN, Sandler, Miller Heiman, Value Selling, or The Challenger Sale.
Security or SaaS sales experience.

Responsibilities

Work consultatively with existing customers to identify additional solutions from the Proofpoint portfolio.
Drive the full sales process, including opportunity identification, introductory meetings, product demonstrations, customer Q&A, negotiation, and closing.
Develop, customize, and use close plans to manage the sales process.
Collaborate with Sales Engineering to develop and execute account strategies and plans.
Engage channel partners to educate and inform them and drive incremental revenue.
Provide management with critical updates and strategic account planning through one-on-one and team meetings, forecasting, and reporting.
Provide high-touch customer service, including escalating and coordinating support issues as needed.
Continuously learn about Proofpoint products and the cybersecurity industry.
Meet and exceed sales quota goals.