The Role

We are seeking a proactive, creative, and tenacious Enterprise Account Manager to drive new cyber security business across multiple vertical markets. This role will demand interaction with large scale enterprises at the ‘C’ level, as well as with technical staff within the security and IT organisation.

This position will report to the Director of Named Accounts  and lead a portfolio of Named Accounts with a primary focus on converting white space into revenue, complemented by strategic engagement with existing customers to maximise growth potential. Selling the full Proofpoint Platform, while leveraging all internal resources and our ecosystem of partners to enable continued growth of your account portfolio. In this role you will be able to expand the Proofpoint footprint, ensuring your customers are effectively protected from advanced threats and targeted attacks by our award-winning technology.
You’ll work closely with System Engineers, Channel Partners, and internal stakeholders to develop strategies that protect customers from advanced threats and enable long-term success.

Your day-to-day

• Build and maintain strategic executive-level relationships within Enterprise accounts across multiple industry verticals to drive long-term partnership and growth.

• Focus on both securing new accounts as well as expanding our presence with existing customers by introducing them to all our security, compliance and information protection platform.

• Articulate and promote the company’s value proposition and services to become a trusted advisor within your customer base

• Work with internal resources, including aligned System Engineers to prepare account strategies and plans.

• Collaborate with Systems Engineers to organise and deliver compelling and flawless product demonstrations

• Partner with the channel ecosystem to gain access into new accounts

• Deliver operational excellence, to include forecast accuracy and pipeline generation progression

• Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace

What you bring to the team

• Experienced technology sales professional, with a particular focus on SaaS value-based technologies. Experience within Cyber Security is an advantage.

• Proven track record of over-achieving targets, net new logo achievements and capacity to leverage channel partnerships

• Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasizing executive value selling (CISO, CIO, CMO, etc.)

• Ability to establish business relationships at the executive level, and ability to become a trusted client advisor

• Experience of closing complex opportunities in the range of $100k – $1m

• Proficient user of formal sales playbook methodologies e.g. MEDDIC, Challenger, TAS, Command of the Message.

• Growth mindset, willingness to be coached, and diligence to follow a proven sales process

• Entrepreneurial self-starter with a consistent focus on account planning, pipeline generation and opportunity progression. You’re strategic in approach but always act with urgency.

• Preferably you’ll have experience of using Salesforce