Named Account Manager - Mid Market -NY

Proofpoint•New York, CT

31d•Onsite

About The Position

Proofpoint is looking for a high-performing sales professional to join their Named Account team, selling to Enterprise accounts, i.e., 2,500 mailboxes to approx. 6,000 mailboxes. If you want to join a high-performing, collaborative team with a track record of success, this is the team for you! Proofpoint provides opportunities for networking, ongoing professional education, and career growth. Manage up to 35 mid-market named accounts with a mix of whitespace and existing customers, and work with our partner community to gain access to whitespace accounts while upselling and cross-selling existing customers. Sell the entire Proofpoint Platform while working closely with internal and external ecosystem partners. In this role, you can expand the Proofpoint footprint and market leadership while protecting our customers from advanced threats and targeted attacks. The Named Account Manager-Midmarket role reports to the Named Account Sales Director. Develop account plans for your named accounts and identify add-on opportunities for the incumbent book of business. Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition. Candidate must reside in NY, Norther NJ, or Southern CT.

Requirements

Consistent track record of overachievement
High level of weekly activity with customers and partners
Continued engagement with existing accounts
Meet and exceed revenue expectations
Continued education, i.e., roadmap, new solutions, integrations, and industry news and developments
Minimum 3-5 years of field sales experience selling complex cybersecurity solutions (or related fields) and managing midmarket accounts.
Demonstrable track record of success
Experience working with Channel Partners and selling via the two-tier distribution
A track record of developing complex, multi-product/multiyear proposals
Engaging presentations focused on customer need 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 the different personalities and competing priorities
Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasizing executive selling (CISO, CIO, CMO, etc.)
Strong presentation skills and technical understanding of cybersecurity
High sales activity, i.e., 6-10 customer and partner meetings per week, 6 hours of dedicated prospecting hours per week. Ability to both prospect and close business

Responsibilities

Manage up to 35 mid-market named accounts with a mix of whitespace and existing customers
Work with our partner community to gain access to whitespace accounts while upselling and cross-selling existing customers
Sell the entire Proofpoint Platform while working closely with internal and external ecosystem partners
Expand the Proofpoint footprint and market leadership while protecting our customers from advanced threats and targeted attacks
Develop account plans for your named accounts
Identify add-on opportunities for the incumbent book of business
Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition
Develop and execute the path to plan with a focus on Forecast accuracy and SFDC hygiene
Maintain an active account plan
Deliver quarterly Customer Business Review
Secure the renewals and educate on the Proofpoint Roadmap
Deliver accurate forecasts while maintaining a clean and clear Salesforce reporting
Be a team player and add to the overall success of the team through result-driven activity