Named Account Manager - Central America & Caribbean

Proofpoint•Florida, FL

22h•Onsite

About The Position

Proofpoint is a global leader in human- and agent-centric cybersecurity, protecting how people, data, and AI agents connect across email, cloud, and collaboration tools. This role will manage approximately 20 named accounts, focusing on both new business opportunities (white space) and existing customers. The primary goal is to upsell and cross-sell the full Proofpoint Platform, working collaboratively with internal teams and external partners to expand Proofpoint's market leadership and protect customers from advanced threats. The role requires developing account plans, identifying add-on opportunities, becoming a subject matter expert on the Proofpoint platform and competitive landscape, and consistently exceeding revenue expectations. The position is based in the USA, with a preference for the Miami area, and requires fluency in both Spanish and English to manage accounts in Central America and the Caribbean.

Requirements

Minimum 5 years of field sales experience selling complex cyber security solutions (or related field).
Experience managing medium and large accounts into Spanish-speaking countries.
Demonstrable track record of success.
Experience working with Channel Partners and selling via two-tier distribution.
Track record of developing complex, multi-product/multi-year proposals.
Engaged presentations focused on customer needs while delivering overall solution value.
Ability to identify customer business drivers.
Use case / business value selling.
Ability to quarterback a multitude of internal and external resources while being in tune with different personalities and competing priorities.
Candidates must speak fluent Spanish.
Candidates must speak fluent English.

Nice To Haves

Strong preference for candidates with experience selling into Argentina and Chile.

Responsibilities

Manage approximately 20 named accounts, including white space and existing customers.
Work with the partner community to gain access to white space accounts.
Upsell and cross-sell to existing customers.
Sell the full Proofpoint Platform.
Work closely with internal and external ecosystem partners.
Expand the Proofpoint footprint and market leadership.
Assist in protecting customers from advanced threats and targeted attacks.
Develop account plans for each named account.
Identify add-on opportunities for the incumbent book of business.
Become a subject matter expert on the value the Proofpoint platform delivers and how it stacks against the competition.
Achieve a consistent track record of overachievement.
Maintain a high level of weekly activity with customers and partners.
Continue engagement with existing accounts.
Meet and exceed revenue expectations.
Maintain an active account plan.
Deliver quarterly Customer Business Reviews.
Secure renewals and educate on the Proofpoint Roadmap.
Continue education on roadmap, new solutions, integrations, and industry news.
Deliver accurate forecasts while maintaining clean Salesforce reporting.
Be a team player and contribute to the overall success of the team.
Clearly develop and execute a path to plan with a focus on forecast accuracy and SFDC hygiene.
Demonstrate relentless attention to detail and a never-give-up attitude.
Engage in high levels of activity, including customer and partner meetings with an emphasis on executive selling (CISO, CIO, CMO etc.).
Deliver strong presentations and demonstrate technical understanding of cybersecurity.
Conduct 6-10 customer and partner meetings per week.
Dedicate 6 hours per week to prospecting.
Prospect and close business.