Sales Account Manager

Job Summary

The Sales Account Manager is accountable for achieving sales quotas within assigned territories through direct engagement with customers. This role focuses on managing large, complex accounts, ensuring that their specific needs are met while driving effective sales strategies. The ideal candidate excels in building relationships and achieving impactful outcomes, contributing to the overall success of the organization.

Responsibilities

• Adhere to company policies and ethical guidelines.
• Follow a structured selling process.
• Book business in accordance with company bookings policies and revenue recognition policies.
• Understand customers' businesses and how our products can positively impact them.
• Develop strong relationships and provide coaching within accounts.
• Maintain a pipeline of 4X quota, actively prospecting in new or existing accounts.
• Engage with multiple levels of stakeholders, including high-level executives.
• Work collaboratively with Sales Engineers to ensure ongoing technical account support.
• Implement company strategy and direction while managing substantial travel within the region and occasionally beyond.

Qualifications

• Education: Bachelor’s degree in Computer Science or a related field.
• Experience:
  • 12+ years of sales experience in cybersecurity.
  • Proven track record of success with territory/professional growth and exceptional quota achievement.
  • Strong understanding of technology, market dynamics, and client profiles.
  • Established relationships and territory knowledge with existing customers.
• Skills:
  • Ability to independently manage large, complex accounts.
  • Proven success in sourcing, pursuing, and closing new business.
  • Experience with major account management in large Enterprise, IT, ITES, BFSI, Government, and PSU sectors.
  • Strong communication and relationship-building skills.

Preferred Skills

• 10-12 years of OEM or large system integrator sales experience (NTT / HPE / TCL).
• Regional sales experience in the South is a plus.
• Experience working with at least 2-3 security OEMs.
• Strong academic background with a Bachelor of Engineering (BE) and an MBA preferred.
• Background in selling security and network/internet protocol-related applications.

Experience

• 12+ years of relevant sales experience, particularly in cybersecurity and major account management.