Enterprise Account Manager

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Job description

GOALS and OBJECTIVES:
The Strategic Account Manager I reports to the Director of Enterprise Sales to retain and grow relationships with enterprise accounts. The Strategic Account Manager will also determine partnership opportunities, quantify their value, participate in negotiation process and ensure the successful completion.  Post contract the Strategic Account Manager will take ownership of the working relationship with the business development partner to help ensure a positive relationship and explore extending the relationship to grow business.

DUTIES and RESPONSIBILITIES:
• Prospect for new enterprise accounts and partnerships
• Manage set amount of existing enterprise clients
• Communicate with major clients on a regular basis and respond to specific queries
• Proactively seek out additional revenue opportunities (upselling, cross selling) with assigned accounts and contracted partners
• Provide detailed knowledge of ESET’s product portfolio
• Comfort working with NSPs and VARs to generate new pipeline and opportunities
• Provide input to strategic account and business development planning
• Determine partnership opportunities, quantify their value, participate in negotiation process and ensure the timely completion of internal and external milestone tasks to ensure success
• Maintain excellent business relationships with customers, business development partners
and various internal teams at all of the ESET offices
• Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.)
• Appointment setting, managing pipeline, comfort with CRM system
• Comfortable managing deals on a global scale when appropriate.
• Proactively maintain positive business relationships with opposite members from our partner’s organizations
• Work in a fast-paced, flexible, and passionate sales environment under minimal supervision
• Familiarity with RFI/RFP processes is a plus
• Familiarity with OEM/Embedded System opportunities is a plus
• Travel, perform presentations, and work with customers and business development partner teams

KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS:
• 1+ years of working experience in strategic sales and account management
• 3+ years of experience in the technology-related sales, computer security industry preferred
• Basic level of understanding of cybersecurity software
• Proven reputation for over-achieving quota
• Global work experience a plus
• Detail oriented and self-reliant
• Existing contacts with NSP and VAR channel is a plus
• Existing contacts with the computer security analysts is a plus  but not required
• Ability to report and forecast sales every week and month
• Self-motivated, passionate and customer focused
• Experience working in a fast-paced environment with multiple priorities and tight deadlines
• Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top management.
• Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
• High level of Personal Computer proficiency
• High level of inter-personal relationship and excellent written and verbal communication skills

Other Skills
• Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Professionalism, Customer Relationship Management, Multi-Tasking, Problem Resolution, Time Management, Account Management

Qualifications
• University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.

JOB FIT:
• Must be available to work days, evenings and weekends if necessary
• Must be able to accommodate for calls/meetings with different time zones
• Be available for travel approximately 20-30%.

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