Named Account Manager-TN

Proofpoint•Tennessee, TN

4d•Onsite

About The Position

Proofpoint is looking for a high-performing Sales professional to join their Named Account team selling to Enterprise accounts, which typically range from 6,000 to approximately 50,000 mailboxes. This role is ideal for someone seeking to join a collaborative team with a proven track record of success, offering opportunities for networking, ongoing professional education, and career growth. The Named Account Manager will manage approximately 10-15 named accounts, including a mix of new business (white space) and existing customers. The role involves working with the partner community to access new accounts while upselling and cross-selling to existing customers. The primary objective is to sell the full Proofpoint Platform, collaborating with internal and external ecosystem partners to expand Proofpoint's market leadership and protect customers from advanced threats and targeted attacks. The Named Account Manager role reports to the Named Account Sales Director. Key responsibilities include developing account plans, identifying add-on opportunities within the incumbent book of business, becoming a subject matter expert on the Proofpoint platform's value proposition and competitive positioning, securing renewals, educating customers on the Proofpoint Roadmap, and delivering accurate forecasts with clean Salesforce reporting. The role requires a consistent track record of overachievement, high weekly activity with customers and partners, and a focus on revenue expectations.

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/multiyear proposals.
Engaged presentations focused on customer need while delivering overall solution value.
Ability to identify customer business drivers.
Ability to quarterback a multitude of internal and external resources while being in tune with the different personalities and competing priorities.
Must reside in TN.
Relentless attention to detail and never-give-up attitude.
High level of activity (6-10 customer and partner meetings per week).
6 hours of dedicated prospecting hours per week.
Strong presentation skills.
Technical understanding of cybersecurity.

Nice To Haves

Continued engagement with existing accounts.
Continued education (roadmap, new solutions, integrations, industry news and developments).

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 quarterly Customer Business Reviews.
Secure renewals and educate customers on the Proofpoint Roadmap.
Deliver accurate forecasts while maintaining clean and clear Salesforce reporting.
Be a team player and contribute to the overall success of the team through result-driven activity.
Clearly develop and execute a path to plan with a focus on forecast accuracy and SFDC hygiene.
Maintain a high level of activity, including customer and partner meetings with an emphasis on executive selling (CISO, CIO, CMO etc.).
Prospect and close business.
Identify customer business drivers.
Engage in use case/business value selling.
Quarterback a multitude of internal and external resources while being in tune with different personalities and competing priorities.