Job Description
STRATEGIC ACCOUNTS MANAGER
JOB SUMMARY
Maintains and expands relationships with strategically important large customers. Develops new business opportunities by locating, defining, negotiating and closing business partnerships.
Job description
GOALS and OBJECTIVES: The Strategic Account Manager reports to the Director of Strategic Accounts to retain and grow relationships with enterprise accounts. The Strategic Account Manager will also determine partnership opportunities, quantify their value, participate in negotiation process and ensure the successful completion. Post contract the Strategic Account Manager will take ownership of the working relationship with the business development partner to help ensure a positive relationship and explore extending the relationship to grow business. DUTIES and RESPONSIBILITIES: • Prospect for new enterprise accounts and partnerships • Proactively seek out additional revenue opportunities (upselling, cross selling) with assigned accounts and contracted partners • Comfort working with Large Account Resellers and System Integrators, to generate new pipeline and opportunities • Work in a fast-paced, flexible, and passionate sales environment under minimal supervision • Provide detailed knowledge of ESET’s product portfolio • Provide input to strategic account and business development planning • Familiarity with OEM/Embedded Systems opportunities is a plus • Communicate with major clients on a regular basis and respond to specific queries • Travel, perform presentations, and work with customers and business development partner teams • Proactively maintain positive business relationships with opposite members from our partner’s organizations • Determine partnership opportunities, quantify their value, participate in negotiation process and ensure the timely completion of internal and external milestone tasks to ensure success • Maintain excellent business relationships with customers, business development partners and various internal teams at all of the ESET offices • Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.) • Competence and knowledge of RFP/RFQ processes. • Appointment setting, managing pipeline, comfort with CRM system. • Manage deals on a global scale when appropriate. KEY TECHNICAL SKILLS, KNOWLEDGE and QUALIFICATIONS: • 5+ years of working experience in strategic sales and account management • 10+ years of experience in the computer security industry • In-depth knowledge understanding of the computer security industry • Experience with contracts negotiation and contract management • Experience working with Original Equipment Manufacturers (OEM's) • Global work experience a plus • Detail oriented and self-reliant • Existing contacts with the computer security analysts is a plus but not required • Very high language skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top management. • Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages • High level of Personal Computer proficiency • High level of inter-personal relationship and excellent written and verbal communication skills Other Skills • Networking, Persuasion, Prospecting, Public Speaking, Research, Writing, Closing Skills, Motivation for Sales, Sales Planning, Identification of Customer Needs and Challenges, Market Knowledge, Professionalism, Customer Relationship Management, Multi-Tasking, Problem Resolution, Time Management, Account Management Qualifications • University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience. JOB FIT: • Must be available to work days, evenings and weekends if necessary • Must be able to accommodate for calls/meetings with different time zones • Be available for travel approximately 20-30%.
Job requisition
Strategic Accounts Manager
Primary location
San Diego
Additional locations
Time type
Full time