Mid-Market Territory Account Manager, NorCal

Forcepoint•Torrance, CA

8d•$200,000 - $220,000•Remote

About The Position

Forcepoint simplifies security for global businesses and governments. Forcepoint’s all-in-one, truly cloud-native platform makes it easy to adopt Zero Trust and prevent the theft or loss of sensitive data and intellectual property no matter where people are working. This role is responsible for New Business and Current Business for all Forcepoint solutions within the US, specifically for the Northern California territory. The Mid-Market Territory Account Manager will be responsible for new account development through business-to-business sales of Forcepoint software licensing, appliances, and services. They will work with the Regional Vice President to develop and implement specific customer accounts and opportunity plans, effectively engage sales resources (SE, Channel, Solutions Sales teams, and Executives), and use the CRM system effectively for opportunity management and closure. The role involves managing and driving revenue through complex, multiple go-to-market strategies, executing complex sales, and managing the sales process and activities for 150-300 prospect accounts, with the goal of meeting or exceeding sales quota. The position requires interfacing and negotiating with all levels of management.

Requirements

University degree preferred and 2-5 years of sales experience or equivalent work experience.
Proven Cyber Security experience, including but not limited to, Cloud Security - Network Security
Experience of managing, growing, and taking ownership of accounts.
Previous experience with accounts with 2000 employees or more.
A proven sales background of consistent achievement against quota
Used to meeting with and presenting to C-level / executive level contacts within customers’ accounts.
Used to working with the Channel as well as developing business directly.
Able to effectively partner and engage with internal sales resources such as sales specialists and sales engineers, as well as liaising with external partners at all levels.
Familiar with sales methodologies such as TAS, and SPIN
A structured and processed style of working with good time-management skills.
Experience of working across various vertical markets
Good analytical and forecasting skills
Excellent presentation and written and verbal communication skills.
Applicants must have the right to work in the location to which you have applied.

Responsibilities

Responsible for new account development through business-to-business sales of Forcepoint software licensing, appliances, and services to accounts
Working with the Regional Vice President, develop and implement specific customer accounts and opportunity plans in support of company goals and quota objectives.
Effectively engage sales resources: SE, Channel, Solutions Sales teams and Executives on the development and implementation of customer account plans
Use the CRM system effectively, responsible for the development, management, and closure of forecasted opportunities.
Manage and drive revenue through complex, multiple go-to-market strategies.
Execute complex sales and effectively manage the sales process and activities.
Manage 150- 300 prospect accounts.
Meet or exceed sales quota.
Interface to negotiate and exchange information with all levels of management.