Named Account Manager-PA

Proofpoint•Pennsylvania, PA

10d

About The Position

Proofpoint is hiring a sales professional for its Named Account team, selling its cybersecurity platform to enterprise accounts with approximately 5,000 to 35,000 mailboxes. The role manages about 10–20 named accounts, including both prospective and existing customers. The Named Account Manager works with channel and ecosystem partners to access new accounts, grow the Proofpoint footprint, and upsell and cross-sell to existing customers. The role reports to the Named Account Sales Director. The position is responsible for developing account plans, identifying opportunities, becoming an expert on the value of the Proofpoint platform and its competitive positioning, and meeting revenue expectations. The manager is expected to maintain strong customer and partner engagement, deliver quarterly Customer Business Reviews, secure renewals, educate customers on the product roadmap, and provide accurate forecasts and clean Salesforce reporting. The role requires active prospecting and executive-level selling, along with coordination of internal and external resources.

Requirements

Minimum 5 years of field sales experience selling complex cybersecurity solutions or related offerings and managing medium and large accounts.
Demonstrable track record of sales success and overachievement.
Experience working with channel partners and selling through two-tier distribution.
Experience developing complex, multi-product, multiyear proposals.
Strong presentation skills and technical understanding of cybersecurity.
Ability to identify customer business drivers and use case or business-value selling.
Ability to prospect and close business.
Ability to coordinate multiple internal and external resources and manage competing priorities.
High level of customer and partner activity, including 6–10 meetings per week and 6 hours of dedicated prospecting per week.
Must reside in Pittsburgh, Pennsylvania.

Responsibilities

Manage approximately 10–20 named accounts, including prospective and existing customers.
Work with channel and ecosystem partners to gain access to prospective accounts and grow existing customer relationships.
Sell the full Proofpoint platform and identify upsell, cross-sell, and add-on opportunities.
Develop and maintain an active account plan for each named account.
Meet and exceed revenue expectations.
Maintain frequent customer and partner engagement, including executive-level meetings.
Deliver quarterly Customer Business Reviews.
Secure renewals and educate customers on the Proofpoint roadmap.
Maintain accurate forecasts and clean Salesforce reporting.
Develop and execute a path to plan with a focus on forecast accuracy and Salesforce hygiene.
Conduct dedicated prospecting and close business.
Coordinate internal and external resources while managing differing priorities and personalities.
Continue learning about Proofpoint's roadmap, new solutions, integrations, and industry developments.