Named Account Manager-NV

Proofpoint•Nevada, NV

2d•Onsite

About The Position

Proofpoint is looking for a high performing Sales professional to join their Named Account team selling to Enterprise accounts, specifically those with 6,000 to approximately 50,000 mailboxes. This role involves managing a portfolio of 10-20 named accounts, which includes both new business opportunities (white space) and existing customers. The Named Account Manager will work closely with the partner community to access new accounts and will be responsible for upselling and cross-selling to existing customers. The primary goal is to sell the full Proofpoint Platform, expanding Proofpoint's footprint and market leadership while protecting customers from advanced threats and targeted attacks. The role requires developing account plans, identifying add-on opportunities, becoming a subject matter expert on the Proofpoint platform and competitive landscape, and consistently meeting or exceeding revenue expectations. This position reports to the Named Account Sales Director.

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.
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.
Consistent track record of overachievement.
High level of weekly activity with customers and partners.
Continued engagement with existing accounts.
Meet and exceed revenue expectations.
Maintain an active account plan.
Deliver quarterly Customer Business Review.
Secure the renewals and educate on the Proofpoint Roadmap.
Continued education on roadmap, new solutions, integrations and industry news and developments.
Deliver accurate forecast 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.
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 i.e. 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 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.
Must live in NV.

Responsibilities

Manage about 10-20 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.
Develop and execute a path to plan with focus on forecast accuracy and SFDC hygiene.
Maintain a high level of activity with customers and partners, including 6-10 customer and partner meetings per week.
Dedicate 6 hours per week to prospecting.
Prospect and close business.
Secure renewals and educate customers on the Proofpoint Roadmap.
Deliver accurate forecasts while maintaining clean Salesforce reporting.
Be a team player and contribute to the overall success of the team through result-driven activity.
Deliver quarterly Customer Business Reviews.