Commercial Account Manager

Trellix•Plano, TX

About The Position

The Commercial Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Commercial Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings. Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas. Manage the sales process and leverage internal technical resources as needed to meet customer requirements. Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities. Work closely with customers to drive POCs and POVs. Upsell and cross sell Skyhigh Security products and solutions based on customer needs. Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships. Develop relationships internally with key stakeholders. Engage and present at multiple levels within an account including CISO, key stakeholders and board level. Develop account and opportunity plans to improve account strategy. Maintain customer satisfaction. Develop relationships with our channel and service partners to create strategic opportunities.

Requirements

2-5 years’ experience in a quota carrying commercial role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with CISOs and customer stakeholders.
Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.
Ability to manage the sales process (MEDDPICC) and negotiate contracts.
Deep knowledge of the customer’s requirements and security challenges.
Strong business acumen and ability to build C-level relationships.
Must be able to interpret and execute opportunities within complex organizations.
Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including POCs and POVs.
Strong relationships with channel partners and system integrators.
Must possess excellent presentation skills.
Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
1-3 years’ experience with Salesforce and Clari
Looking for results oriented, start-up mindset.
integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

Responsibilities

Driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory.
Developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.
Creating a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas.
Managing the sales process and leverage internal technical resources as needed to meet customer requirements.
Analyzing the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities.
Working closely with customers to drive POCs and POVs.
Upselling and cross selling Skyhigh Security products and solutions based on customer needs.
Generating demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships.
Developing relationships internally with key stakeholders.
Engaging and presenting at multiple levels within an account including CISO, key stakeholders and board level.
Developing account and opportunity plans to improve account strategy.
Maintaining customer satisfaction.
Developing relationships with our channel and service partners to create strategic opportunities.