Named Account Manager-MO

Proofpoint•Missouri, MO

1d•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 5,000 to approximately 35,000 mailboxes. This role involves managing about 20 named accounts, which include a mix of new business (white space) and existing customers. The Named Account Manager will work with the partner community to access new accounts and upsell/cross-sell to existing customers. The primary goal 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 role requires developing account plans, identifying add-on opportunities, becoming a subject matter expert on the Proofpoint platform's value proposition and competitive positioning, and consistently meeting revenue expectations. The position also involves delivering accurate forecasts, maintaining clean Salesforce reporting, and contributing to overall team success through results-driven activity. The role requires a consistent track record of overachievement, high weekly activity with customers and partners, and continued engagement with existing accounts. Key expectations include maintaining active account plans, delivering quarterly Customer Business Reviews, securing renewals, educating customers on the Proofpoint Roadmap, and staying current on new solutions, integrations, and industry developments.

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 the different personalities and competing priorities.
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 reside in St Louis, MO.

Responsibilities

Manage about 20 named accounts with a mix of white space and existing customers.
Work with our partner community to gain access to white space accounts while upselling and cross selling existing customers.
Sell the full Proofpoint Platform while working closely with internal and external ecosystem partners.
Expand the Proofpoint footprint as well as market leadership while assisting in protecting our customers from advanced threats and targeted attacks.
Develop account plans for each of your named accounts.
Identify add on opportunities for incumbent book of business.
Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition.
Clearly develop and execute path to plan with 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 forecast while maintaining a clean and clear Salesforce reporting.
Be a team player and add to the overall success of the team trough result driven activity.