Public Sector Account Manager

Proofpoint•Draper, UT

2d•Hybrid

About The Position

Proofpoint is seeking an experienced account sales professional to manage existing public sector customers and identify opportunities to expand their use of Proofpoint solutions. The role is primarily inside sales, based in a hybrid office environment, and involves working with customers, partners, sales engineers, and internal management. It requires engaging with senior business leaders and technical staff, building business relationships, developing pipeline, forecasting accurately, and closing sales. Limited and occasional travel may be required, along with modified work hours to cover accounts in other time zones. The Account Manager owns the sales process from opportunity identification and introductory meetings through demonstrations, customer questions, negotiation, and closing. The role also includes developing close plans, coordinating account strategies with Sales Engineering, working with channel partners to generate revenue, providing high-touch customer service, and communicating account updates through meetings, forecasts, and reports. Senior team members may coach newer colleagues and participate in interviews. The posting contains differing location and schedule details: it describes a Draper, Utah role with four in-office days, and also mentions a Sunnyvale hybrid role with three days in the office.

Requirements

At least 3 years of successful inside or field solution sales experience generating new or add-on revenue.
Track record of sustained success or overachievement in a sales role.
Experience managing the full sales cycle, from prospecting through negotiation and closing.
Strong verbal and written communication, interpersonal, and organizational skills.
Bachelor's degree or equivalent experience.

Nice To Haves

Experience selling to mid-market or enterprise accounts is strongly preferred.
Experience with Salesforce.com or another CRM.

Responsibilities

Work consultatively with existing customers to identify additional Proofpoint portfolio solutions.
Drive the sales process from opportunity identification and introductory meetings through product demonstrations, customer Q&A, negotiation, and closing.
Develop and customize close plans to navigate and manage the sales process.
Develop and execute account strategies and plans with the Sales Engineering team.
Engage channel partners to educate and inform them and drive incremental revenue.
Provide management with updates and strategic account planning through one-on-one and team meetings, forecasting, and reporting.
Provide high-touch customer service, including escalation and coordination of support issues as needed.
Keep up to date on Proofpoint products and the cybersecurity industry.
For senior-level team members: coach and develop newer team members and participate in the interview process.
Meet or exceed sales quota.