Named Account Manager - Mid Market - MA

Proofpoint•Massachusetts, MA

About The Position

Proofpoint is seeking a high-performing sales professional for its Named Account team, selling to mid-market enterprise accounts with approximately 2,500 to 6,000 mailboxes. The role manages up to 35 named accounts, including whitespace prospects and existing customers. The Named Account Manager works with Proofpoint’s partner community to access whitespace accounts and grow existing customers through upselling and cross-selling the full Proofpoint Platform. The position reports to the Named Account Sales Director, and the candidate must reside in Massachusetts. The role develops account plans, identifies add-on opportunities, and builds expertise in the Proofpoint platform’s value and competitive position. Success involves meeting revenue expectations, maintaining customer engagement, securing renewals, educating customers on the Proofpoint roadmap, delivering quarterly Customer Business Reviews, and providing accurate forecasts and clean Salesforce reporting. The role requires frequent customer and partner interaction, including executive-level selling, prospecting, and closing business.

Requirements

Minimum 3–5 years of field sales experience selling complex cybersecurity solutions or related offerings and managing mid-market accounts.
Demonstrable track record of sales success and overachievement.
Experience working with channel partners and selling through two-tier distribution.
Strong presentation skills and technical understanding of cybersecurity.
Ability to prospect and close business, with 6–10 customer and partner meetings per week and six dedicated prospecting hours per week.
Ability to develop complex, multi-product and multiyear proposals.
Ability to identify customer business drivers and sell through use cases and business value.
Relentless attention to detail, a persistent attitude, and a high level of customer and partner activity.
Ability to coordinate multiple internal and external resources while managing differing personalities and priorities.
Must reside in Massachusetts.

Responsibilities

Manage up to 35 mid-market named accounts, including whitespace and existing customers.
Work with channel and ecosystem partners to access whitespace accounts and grow existing customers through upselling and cross-selling.
Sell the entire Proofpoint Platform and expand Proofpoint’s footprint in assigned accounts.
Develop and maintain account plans, and identify add-on opportunities in the existing book of business.
Meet and exceed revenue expectations and develop and execute a path to plan with accurate forecasting and Salesforce hygiene.
Maintain frequent engagement with customers and partners, including executive-level meetings.
Secure renewals and educate customers on the Proofpoint roadmap.
Deliver quarterly Customer Business Reviews.
Maintain ongoing knowledge of the roadmap, new solutions, integrations, industry news, and developments.
Develop complex, multi-product and multiyear proposals, and deliver customer-focused presentations that communicate solution value.
Coordinate internal and external resources while accounting for different personalities and competing priorities.
Contribute to overall team success through results-driven activity.