Enterprise Account Manager

• Drive net new sales and incremental bookings of existing accounts for Skyhigh Security products, solutions, and services within the assigned territory
• Create a prospecting strategy to identify potential customers and develop relationships
• Build sales pipeline and prepare and present tailored solutions
• Negotiate contracts that achieve quarterly sales quotas
• Manage the sales process and leverage internal technical resources to meet customer requirements
• Analyze customer environments and scope customer requirements
• Collaborate with technical resources to close sales opportunities
• Work closely with customers to drive POCs and POVs
• Upsell and cross-sell Skyhigh Security products and solutions based on customer needs
• Generate demand with channel partners, resellers, and end-user customers
• Grow mindshare, product awareness, and business relationships
• Develop relationships internally with key stakeholders
• Engage and present at multiple levels within accounts, including CISOs, key stakeholders, and board level
• Develop account and opportunity plans to improve account strategy
• Maintain customer satisfaction
• Develop relationships with channel and service partners to create strategic opportunities

• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors
• Deep relationships with CISOs and customer stakeholders
• Experience generating direct sales opportunities
• Strong prospecting skills and ability to build sales pipeline
• Strong track record of achieving quarterly sales quotas
• Ability to manage the sales process using MEDDPICC and negotiate contracts
• Deep knowledge of customer requirements and security challenges
• Strong business acumen and ability to build C-level relationships
• Ability to interpret and execute opportunities within complex organizations
• Ability to engage presales and professional services organizations at multiple stages of the sales cycle, including POCs and POVs
• Strong relationships with channel partners and system integrators
• Excellent presentation skills
• Working knowledge of consultative sales methodologies, preferably MEDDPICC
• 3-5 years’ experience with Salesforce and Clari
• Results-oriented, start-up mindset; integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, and financial acumen
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting

• Hybrid work model with flexibility and freedom in work environment
• Tools to reach your potential
• Employee recognition program
• Team celebrations
• Social programs
• Flexible work hours
• Family-friendly benefits
• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement