Enterprise Account Manager

Job Title:

Enterprise Account Manager

About Skyhigh Security:

Skyhigh Security is a dynamic, fast-paced, cloud company that is a leader in the security industry.  Our mission is to protect the world’s data, and because of this, we live and breathe security. We value learning at our core, underpinned by openness and transparency. 

Since 2011, organizations have trusted us to provide them with a complete, market-leading security platform built on a modern cloud stack. Our industry-leading suite of products radically simplifies data security through easy-to-use, cloud-based, Zero Trust solutions that are managed in a single dashboard, powered by hundreds of employees across the world. With offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, Tokyo and more, our employees are the heart and soul of our company. 

Skyhigh Security Is more than a company; here, when you invest your career with us, we commit to investing in you. We embrace a hybrid work model, creating the flexibility and freedom you need from your work environment to reach your potential. From our employee recognition program, to our ‘Blast Talks' learning series, and team celebrations (we love to have fun!), we strive to be an interactive and engaging place where you can be your authentic self. 

We are on these too! Follow us on LinkedIn and Twitter@SkyhighSecurity.

Role Overview:

Skyhigh Securityの複雑な製品、ソリューション、サービスを、担当地域内で新規顧客および既存顧客からの追加契約を獲得する責任を担うエンタープライズ・アカウント・マネージャーを募集します。この職務には、セキュリティ技術や競合他社に関する深い知識、そして顧客に成功をもたらすソリューションを提供することで価値を生み出す能力が求められます。アカウント・マネージャーは、直接的な販売機会を創出し、顧客の要件を評価し、新規契約につながる最適なソリューションを提案する役割を担います。

職務内容

エンタープライズ・アカウント・マネージャーは、Skyhigh Securityの複雑な製品、ソリューション、サービスを、担当地域内で新規顧客および既存顧客からの追加契約を獲得する責任を担います。この職務には、セキュリティ技術や競合他社に関する深い知識、そして顧客に成功をもたらすソリューションを提供することで価値を生み出す能力が求められます。アカウント・マネージャーは、直接的な販売機会を創出し、顧客の要件を評価し、新規契約につながる最適なソリューションを提案する役割を担います。

• 潜在顧客を特定し、関係を構築し、セールスパイプラインを開発し、ソリューションの準備とプレゼンテーションを行い、四半期ごとの売上目標を達成するための契約交渉を行う販売戦略を作成する。

• 顧客の要件を満たすため、必要に応じて社内の技術リソースを活用しながら販売プロセスを管理する。

• 顧客の環境を分析し、要件を特定し、技術リソースと協力して販売機会を成約に導く。

• Poc（概念実証）およびPov（価値実証）を推進するため、顧客と緊密に連携する。

• 顧客のニーズに基づき、Skyhigh Securityの製品とソリューションのアップセルおよびクロスセルを行う。

• チャネルパートナー、リセラー、エンドユーザーとの需要を創出し、製品の認知度とビジネス関係を向上させる。

• 社内の主要な関係者との関係を構築する。

• Ciso、主要な関係者、役員レベルを含む、アカウント内の複数の階層で商談およびプレゼンテーションを行う。

• アカウント戦略を改善するため、アカウントおよび商談の計画を策定する。

• 顧客満足度を維持する。

• 戦略的な機会を創出するため、当社のチャネルおよびサービスパートナーとの関係を構築する。

求める人物像

• セキュリティ業界またはその他の革新的な技術分野（例：Ai/Ml）における製品販売の経験が5～15年あり、Cisoや顧客の主要な関係者と深い関係を築いている方。

• 直接的な販売機会を創出した経験があり、高いプロスペクティングスキル、セールスパイプラインを構築する能力、そして四半期ごとの売上目標を達成した実績をお持ちの方。

• 販売プロセス（Meddpicc）を管理し、契約を交渉する能力。

• 顧客の要件とセキュリティ上の課題に関する深い知識。

• 強力なビジネスセンスと、役員レベルの関係を構築する能力。複雑な組織内での機会を解釈し、実行できる必要がある。

• PocやPovを含む、セールスサイクルの複数の段階でプリセールスおよびプロフェッショナルサービス部門のメンバーと連携する能力。

• チャネルパートナーおよびシステムインテグレーターとの強力な関係。

• 優れたプレゼンテーションスキル。

• コンサルティング型の営業手法、特にMeddpiccに関する実務知識。

• SalesforceおよびClariの使用経験が3～5年。

• 結果志向で、スタートアップのようなマインドセット、誠実さ、自信、忍耐力、粘り強さ、対人スキル、自己認識、技術への精通度、財務的知識（ビジネスケース/Roi）をお持ちの方。

• スキル： サイバーセキュリティ、アカウント管理、コンサルティングセールス、事業計画、コミュニケーション、交渉、製品知識、販売予測。

Summerly

The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

About the Role

The Enterprise Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas.
• Manage the sales process and leverage internal technical resources as needed to meet customer requirements.
• Analyze the customer environment, scope customer requirements, and 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 to grow mindshare, product awareness, and business relationships.
• Develop relationships internally with key stakeholders.
• Engage and present at multiple levels within an account including CISO, key stakeholders and board level.
• Develop account and opportunity plans to improve account strategy.

• Maintain Customer Satisfaction.

• Develop relationships with our channel and service partners to create strategic opportunities.

About You:

• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors (e..g AI/ML) with deep relationships with CISOs and customer stakeholders.
• Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas.
• Ability to manage the sales process (MEDDPICC) and negotiate contracts.
• Deep knowledge of the customer’s requirements and security challenges.
• Strong business acumen and ability to build C-level relationships. Must be able to interpret and execute opportunities within complex organizations.
• Ability to engage members of the presales and professional services organizations at multiple stages of the sales cycle including POCs and POVs.
• Strong relationships with channel partners and system integrators.
• Must possess excellent presentation skills.
• Requires working knowledge of consultative sales methodologies, preferably MEDDPICC.
• 3-5 years’ experience with Salesforce and Clari
• Looking for results oriented, start-up mindset. integrity, confidence, patience, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.

Company Benefits And Perks:

We believe that the best solutions are developed by teams who embrace each other's unique experiences, skills, and abilities. We work hard to create a dynamic workforce where we encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.

• Retirement Plans

• Medical, Dental and Vision Coverage

• Paid Time Off

• Paid Parental Leave

• Support for Community Involvement

We're serious about our commitment to a workplace where everyone can thrive and contribute to our industry-leading products and customer support, which is why we prohibit discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.