Strategic Account Manager

Forescout Technologies Inc.-posted 5 days ago

Full-time • Mid Level

1,001-5,000 employees

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Every day cyberattacks threaten to disrupt hospitals, power grids, financial systems, and the infrastructure we all depend on. At Forescout, we build the defenses that keep civilization running smoothly in an increasingly connected world. For more than 25 years, Fortune 100 organizations, government agencies, and large enterprises have trusted Forescout as their foundation to manage cyber risk, ensure compliance, and mitigate threats. From power grids and healthcare systems to financial networks and transportation hubs, Forescout protects the critical infrastructure of our modern world. Forescout has an excellent opportunity for an engaging and employee-focused Strategic Account Manager to join our high-energy, multi-cultural, world-changing team. The main purpose of the role is to; acquire, develop and manage business for ForeScout Technologies in a pre-defined number of named Federal Civilian accounts. The focus will be on selling high value, complex solutions including enterprise solutions and consulting services. The individual must be capable of understanding the customer’s mission drivers, challenges, issues and objectives so she/he can translate and articulate ForeScout’s value propositions on all levels. By leveraging appropriate ForeScout offerings and expertise they will endeavor to objectively address customer needs in an effort to become their Trusted Advisor. Crucial for success is the candidate’s ability to work with, and drive virtual resources. Engage effectively with; Leadership, Professional Services, R&D, Engineering, Marketing, Business Development, Product Management, Legal, Technical Consultants & other remote internal resources when required.

Achieve both quarterly and annual sales goals and objectives.
Identify and pursue sales opportunities at assigned accounts. Drive business development and pre-sales initiatives by leveraging both industry and technical background.
Build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into ForeScout solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.
Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of ForeScout’s solutions.
Develop multi-level relationships within assigned accounts using available internal and external resources, and where appropriate channel partner resource, to maximize revenues opportunities and establish ForeScout as a strategic, long term partner.
Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include ForeScout Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.
Align with appropriate delivery teams to leverage follow-on business from one delivery mission to another. Attendance to major Project Milestones and Executive Reviews.

Min 5 years experience selling Security Solutions.
Ex: IDS/IPS, SIEM, DLP, Compliance, Encryption, Access Management, Patch Management Authentication, etc.
Understand how to sell multi-product software & hardware solutions.
Excellent presentation skills is a must.
Good rolodex of executive contacts throughout territory.
Experience in working opportunities with Channel Partners.
Consistent achievement of quota.
Proven ability to work effectively with and across all levels of customer contacts within very large and complex organizations.
Extensive experience negotiating large complex deals with complex terms, conditions, price pressures and considerations.
Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together.
History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded.
Highly developed business development, negotiation skills and ability to influence contract content.
Strong interpersonal and organizational skills, be a self-starter, detail oriented, Product and application knowledge.
Flexibility and desire to take on additional responsibilities.
Ability to multi-task while maintaining attention to detail and deadlines.
Excellent written and verbal communication skills.
Team player and proactive personality.
Willing to learn and grow with the company.

Competitive compensation and benefits–we cover 85% of employee and dependents’ health care premiums, 100% company paid employee life and disability insurance premiums, 401K match, generous FTO policy (U.S. only), option to purchase voluntary life, accident and critical illness insurance, employee assistance program, maternity and parental bonding leave and much more.

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