Account Manager - Sunnyvale

Proofpoint•Sunnyvale, CA

2d•Hybrid

About The Position

Proofpoint is seeking an experienced Account Manager to join 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. This is a hybrid position requiring attendance at the Sunnyvale office four days per week, Monday through Thursday. The role may require modified work hours to cover accounts in other time zones and occasional travel for key accounts. The Account Manager works consultatively with existing customers to identify additional solutions from Proofpoint’s portfolio and manages sales opportunities from identification through negotiation and close. The role collaborates with Sales Engineering and channel partners, supports customers with high-touch service, and provides account updates and forecasts to management. The successful candidate is expected to meet or exceed quota and continually develop knowledge of Proofpoint products and the cybersecurity industry.

Requirements

At least 3 years of solution sales experience focused on generating new or add-on revenue.
Experience selling to C-suite executives; extensive experience selling to CISOs, CIOs, or CTOs is preferred.
A consistent 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 in 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

Experience selling to CISOs, CIOs, or CTOs.
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 Proofpoint solutions.
Drive the full sales process, including opportunity identification, introductory meetings, product demonstrations, customer questions and answers, negotiation, and closing.
Develop, customize, and use close plans to navigate and manage the sales process.
Collaborate with the Sales Engineering team to devise and execute account strategies and plans.
Engage with channel partners to educate and inform them and drive incremental revenue.
Provide management with updates and strategic account planning through one-on-one meetings, team meetings, forecasting, and reporting.
Deliver high-touch customer service, including escalation and coordination of support issues as needed.
Continuously learn about Proofpoint products and the cybersecurity industry.
Meet or exceed quota goals.