Job Purpose
Enterprise Account Manager is a significant driver of company revenue and growth with managing our largest and most strategic customers within the defined geographical sales territory. As an experienced and dynamic sales professional, you’re responsible for maintaining & expanding the customer relationship by leading and driving end-to-end sales process to expand & enlarge existing customers.
What you’ll do: The Enterprise Account Manager (EAM) role is required to be located within a major city within the defined sales territory and reports to the Director of Enterprise Sales. The EAM will take lead on managing and maintaining existing name accounts to upsell & cross-sell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account.
You’ll also be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform & Services. This is a unique opportunity for a closer that takes a strategic approach to win the renewal business and expand revenue within their named accounts.
Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices
Develop and execute territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com
Attain quarterly and annual net new revenue goals and quota targets
Pursue a “Hunter/Farmer strategy” focused on expanding & enlarging revenue of existing named enterprise accounts with (2500+ seats)
Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives
Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs
Establish a Quarterly Business Review (QBR) cadence in person or virtual with named accounts to achieve revenue optimization and understand customer goals & objectives
Provide detailed knowledge of ESET’s product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities
Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.)
What you'll have:
5+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred
7+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
You will win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
Willingness to be coached and the discipline to work a proven sales process from beginning to end.
Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful.
An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible.
What we offer:
401(k) matching
Wellness and WFH Stipends
Employee Assistance Program
Health insurance
Life insurance
Paid time off
Volunteer Time off opportunities
Vision insurance
Remote Working environments
ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The expected OTE for this position is about $200,000-$210,000. Additional benefits—such as health and wellness programs, performance bonuses, product discounts, holidays, and paid time off—are valued starting at $32,160 and may be offered in accordance with company plans.
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What you’ll do: The Enterprise Account Manager (EAM) role is required to be located within a major city within the defined sales territory and reports to the Director of Enterprise Sales. The EAM will take lead on managing and maintaining existing name accounts to upsell & cross-sell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account.
You’ll also be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform & Services. This is a unique opportunity for a closer that takes a strategic approach to win the renewal business and expand revenue within their named accounts.
Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices
Develop and execute territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in Salesforce.com
Attain quarterly and annual net new revenue goals and quota targets
Pursue a “Hunter/Farmer strategy” focused on expanding & enlarging revenue of existing named enterprise accounts with (2500+ seats)
Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives
Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs
Establish a Quarterly Business Review (QBR) cadence in person or virtual with named accounts to achieve revenue optimization and understand customer goals & objectives
Provide detailed knowledge of ESET’s product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities
Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.)
What you'll have:
5+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred
7+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts
You will win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.
Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
Willingness to be coached and the discipline to work a proven sales process from beginning to end.
Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful.
An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible.
What we offer:
401(k) matching
Wellness and WFH Stipends
Employee Assistance Program
Health insurance
Life insurance
Paid time off
Volunteer Time off opportunities
Vision insurance
Remote Working environments
ESET is a performance driven organization and our total rewards approach to compensation is designed to support this. We consider many factors in determining base compensation, including position scope, job related knowledge, education, skills, experience, and work location. The expected OTE for this position is about $200,000-$210,000. Additional benefits—such as health and wellness programs, performance bonuses, product discounts, holidays, and paid time off—are valued starting at $32,160 and may be offered in accordance with company plans.
#J-18808-Ljbffr