Account Manager - Sunnyvale, CA

Proofpoint•Sunnyvale, CA

34d•Hybrid

About The Position

Proofpoint is seeking an experienced Account Manager for its Commercial Add-On team, based in Sunnyvale, California. The role focuses on growing the Proofpoint product footprint among existing customers by identifying additional solutions and driving add-on revenue. The position is hybrid and requires work from the Sunnyvale office four days a week, Monday through Thursday. The Account Manager owns the sales process from opportunity identification through introductory meetings, product demonstrations, customer questions, negotiation, and closing. The role works closely with Sales Engineering, channel partners, and management to develop account strategies, support revenue growth, and provide forecasting and account updates. It also provides high-touch customer service, including coordinating or escalating support issues when needed. The employee is expected to continually learn Proofpoint products and the cybersecurity industry. Modified hours may be needed to cover 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 lasting 2–6 months, from prospecting through negotiation and closing.
Competitive nature and ability to work 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 strong customer care while identifying new revenue opportunities.
Bachelor’s degree or equivalent work experience.

Nice To Haves

Extensive experience selling to CISO, CIO, and CTO executives.
Experience or training in established 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.
Partner with Sales Engineering to devise and execute account strategies and plans.
Engage channel partners to educate and inform them and drive incremental revenue.
Provide management with updates and strategic account planning through one-on-ones, team meetings, forecasting, and reporting.
Deliver high-touch customer service, including escalation and coordination of support issues as needed.
Continually learn Proofpoint products and developments in the cybersecurity industry.
Meet and exceed sales quota goals.