Territory Account Manager
Forcepoint
- Dubai
- Permanent
- Full-time
- Responsible for new account development and/or expanding existing accounts through business to business sales of Forcepoint software licensing, appliances and services to accounts
- Working with the Regional Director, develop and implement specific customer accounts and opportunity plans in support of company goals and quota objectives
- Effectively engage sales resources: SE, Channel, Solutions Sales teams and Executives on the development and implementation of customer account plans
- Use the CRM system effectively, responsible for the development, management and closure of forecasted opportunities
- Manage and drive revenue through complex, multiple go-to-market strategies
- Execute complex sales and effectively manage the sales process and activities
- Manage approximately 50 large accounts
- Meet or exceed sales quota
- Interface to negotiate and exchange information with all levels of management
- Proven enterprise sales experience
- Extensive and proven Cyber Security Enterprise Field Sales, including not limited to, Cloud Security - Network Security - Data & Insider Threat software Sales experience
- Relationship management and new business sales experience
- Experience of managing, growing and taking ownership of accounts
- Previous success working with Fortune 1000 companies
- A proven sales background of consistent achievement against quota
- Has existing executive relationships at 50% or more of the named accounts for this role
- Proven capabilities and methodology to prospect into and drive business in new accounts where they do not have existing relationships
- Has strong command of the sale and understands how to navigate customer processes
- Able to influence customer’s required capabilities/requirements during discovery questions
- Consistently finds new ways to expand account footprint, make new connections and build business
- Mastery of C-Level conversations and interactions
- Effectively maps C-Level conversations with customers to uncover and/or “rep driven” customer’s business needs and ability to articulate those needs in the voice of the customer at all levels throughout the customer audiences, tailoring messaging as needed.
- Maintains updated customer facing business review decks, with customizable versions to suit different audiences
- Builds trust through accountability and relationship development internally and externally
- Proactively works with clients to create references
- Proficient in meeting with and presenting to C-level / executive level contacts within customers’ accounts
- Successful track record of working with the Channel as well as developing business directly
- Competent trend spotter who is able to bring those trends back to Forcepoint
- Able to articulate the business needs of the customer internally and externally
- Able to effectively partner and engage with internal and external sales resources at all levels to include leveraging, motivating and managing them through a successful complex sales strategy
- Proactively keeps FP sales leadership informed of positive trends at the customer as well as getting ahead of potential challenges
- Identifies learning opportunities for the Forcepoint team and proactively helps with the creation and delivery of enablement
- Experience of working across various vertical markets
- Good analytical and forecasting skills