Enterprise Account Manager

ESET•Raleigh, NC

13d

About The Position

Enterprise Account Manager (EAM) plays a crucial role in building and maintaining strong, long-lasting customer relationships. They are responsible for developing a thorough understanding of key customer needs and requirements and for coordinating with company departments to ensure that these needs are met. The job involves strategic planning to improve client results, negotiating contracts, and achieving sales quotas. Key Account Managers are pivotal in ensuring that the company's most important clients receive first-rate service and satisfaction. Develop and maintain strategic long-term relationships with more complex SMB clients to support organic growth and achieve long-term company objectives. Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services. Understand key customer needs and requirements to suggest solutions that fulfill their demands. Address and resolve any issues or complaints raised by key clients to maintain trust with assistance of more experienced colleagues. Negotiate contracts and meet established deadlines for fulfilling each client's long-term goals. Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices. Manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com. Attain quarterly and annual net new revenue goals and quota targets. Pursue a “Hunter/Farmer strategy” focused on expanding & enlarging revenue of existing named enterprise accounts. Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives. Establish a regular Business Review cadence in person or virtual with your accounts to achieve revenue optimization and understand customer goals and objectives. Provide advanced knowledge of ESET’s product portfolio and develop the comfort working with resellers to generate new pipeline and opportunities. Coordinate sales activities across multi-functional groups. Shadow the more experiences colleagues during client meetings and negotiations to learn best practices. Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results. Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

Requirements

University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.
Years of work experience: 6
3+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security is preferred
5+ years of experience evangelizing SMB technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Experience with Customer Relationship Management (CRM) systems is necessary for managing customer interactions and sales processes. Experience with Salesforce.com is plus.
Understanding of security solutions field and the ability to sell these to SMB customers is beneficial.
Ability to conduct strategic account planning, including setting objectives, identifying key stakeholders, and developing a roadmap for account expansion.
Competence in negotiating terms that are favorable for both the client and the company, while maintaining strong client relationships.
Keeping abreast of cutting-edge IT industry developments, technology trends, and understanding competitors' positioning can provide a strategic advantage.
Exceptional verbal and written communication abilities are crucial for effectively conveying ideas and building relationships with small and medium business clients. Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management. High level of inter-personal relationship and excellent written and verbal communication skills
Strong problem-solving competencies to address and overcome challenges that arise in managing accounts.
Being self-driven to pursue goals and targets is important, especially in a role that requires independent client management.
Strength in fostering and maintaining client relationships is key to ensuring customer satisfaction and loyalty.
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
Willingness to be coached and the discipline to work a proven sales process from beginning to end.
Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful.
Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills

Responsibilities

Develop and maintain strategic long-term relationships with more complex SMB clients to support organic growth and achieve long-term company objectives.
Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services.
Understand key customer needs and requirements to suggest solutions that fulfill their demands.
Address and resolve any issues or complaints raised by key clients to maintain trust with assistance of more experienced colleagues.
Negotiate contracts and meet established deadlines for fulfilling each client's long-term goals.
Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices.
Manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com.
Attain quarterly and annual net new revenue goals and quota targets.
Pursue a “Hunter/Farmer strategy” focused on expanding & enlarging revenue of existing named enterprise accounts.
Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives.
Establish a regular Business Review cadence in person or virtual with your accounts to achieve revenue optimization and understand customer goals and objectives.
Provide advanced knowledge of ESET’s product portfolio and develop the comfort working with resellers to generate new pipeline and opportunities.
Coordinate sales activities across multi-functional groups.
Shadow the more experiences colleagues during client meetings and negotiations to learn best practices.
Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results.
Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.