Named Account Manager-TN

Proofpoint•Tennessee, TN

12d•Onsite

About The Position

Proofpoint is seeking a high-performing Sales professional to join their Named Account team, focusing on Enterprise accounts ranging from approximately 6,000 to 50,000 mailboxes. This role offers the opportunity to join a successful, collaborative team with a track record of achievement. Proofpoint supports professional development through networking, ongoing education, and career growth opportunities. The Named Account Manager will manage 10-15 named accounts, including both new and existing customers. Responsibilities include working with partners to access new accounts, upselling and cross-selling to existing customers, and selling the full Proofpoint Platform. Collaboration with internal and external ecosystem partners is key to expanding Proofpoint's market leadership and protecting customers from advanced threats. The role reports to the Named Account Sales Director. Key activities include developing account plans, identifying upsell opportunities, becoming a subject matter expert on the Proofpoint platform and competitive landscape, and maintaining strong customer relationships through regular business reviews and roadmap education.

Requirements

Minimum 5 years of field sales experience selling complex cyber security solutions (or related field) managing medium and large accounts.
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 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 different personalities and competing priorities.
Clearly develop and execute path to plan with focus on Forecast accuracy and SFDC hygiene.
Relentless attention to details and never-give-up attitude with a high level of activity (customer and partner meetings with emphasis on executive selling - CISO, CIO, CMO etc.).
Strong presentation skills and technical understanding of cyber security.
High sales activity (6-10 customer and partner meetings per week, 6 hours of dedicated prospecting hours per week).
Ability to both prospect and close business.
Must reside in TN.

Responsibilities

Manage about 10-15 named accounts with a mix of 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.
Deliver accurate forecast while maintaining clean and clear Salesforce reporting.
Be a team player and contribute to the overall success of the team through result-driven activity.