Cyber Security is a big deal. It’s in the news, growing rapidly, a
critical tool for every company, and our specialty.
Imperva is a public company (NASDAQ) and cybersecurity leader that
delivers best-in-class solutions to protect data and applications
on-premises, in the cloud, and across hybrid environments.
Our customers include leading enterprises, government organizations,
small businesses, and service providers.
WHY IMPERVA? We have experienced the following growth and achievements:
- Grew revenue 22% to $322 million in 2017
- We have over 5,900 customers
- 500 partners in 100+ countries worldwide
- Imperva has been in the Leader’s Quadrant of the Gartner Magic
Quadrant for 4 straight years
- Imperva is also a leader in the Forrester Wave for DDoS Services
with the highest score in the “current offering” category
THE ROLE: INSIDE SALES TERRITORY ACCOUNT MANAGER, LOCATION, REDWOOD
SHORES HQ, CALIFORNIA
Reporting into the Regional Inside Sales Director, The INSIDE SALES
TERRITORY ACCOUNT MANAGER is directly responsible for Imperva’s Net New
Logo Sales in a designated territory, utilizing advanced marketing
automation tools.
You should be experienced in methodically screening the market for new
sales opportunities, have a deep understanding of emerging industry
trends and leverage your expertise to broaden your network of industry
contacts through customer referrals, use of social media, appearances at
conferences, etc.
You will have a broad group of internal & external business
relationships that has been built over time and be recognized as a
thought-leader in your field by adding value to your customers.
This is a classic “hunter” role and we are looking for someone who is
resilient, self-driven and who enjoys and prefers a high risk, high
reward comp model.
RESPONSIBILITIES:-
- Target Account planning
- Develop account-specific value proposition
- Demonstrated success navigating complex sales cycle
- Knowledge of navigating business organization structures, buying
influences and purchasing processes
- Achieve monthly, quarterly, yearly revenue goals and
defined objectives. Provides weekly forecast metrics and updates to
direct manager
- Contact customer on an ongoing basis – proactively check-in 4 times
per 1st year
- Liaise with internal stakeholders, e.g Technical Services, Customer
Success, Senior Management, when appropriate
- Make expansion/cross-sell proposal based on account plan – in
collaboration with outbound SDRs in the 1st year of service
- Collect and capture customer and competitive insights during
negotiation
- Negotiate and close the deal/ensure renewal
- Work closely with the Regional Teams to plan and execute high impact
demand generation activities such but not limited to email
campaigns, PPC, targeted banners, 1st response notifications etc
- Serve as the 1st point of contact to inbound enquiries
- Maintain accurate customer relationship and knowledge base in
management systems
- Ability to create, forecast and close deals - proficient in tracking
/ forecasting deals in SFDC
- Provide product demos remotely
- Develop & build pipeline via Up / X-sell activities within installed
accounts
- Experience selling enterprise software licenses / SaaS / On-premise
& virtual products
- Experience in a selling methodology e.g (Challenger, SPIN, Solution
Selling, etc.)
- Experience participating in customer discovery/technical calls that
expedites the sales cycle
- Cross-functional collaboration & experience with Channels/VARs,
Marketing, Order Entry, ProServ, Legal, etc.
- Effectively understand & successful usage of a sales quote tool
(Apptus, etc.)
- Might request occasional traveling and out-of-hours activities
QUALIFICATIONS:
- Minimum 4-5 years sales experience
- Bachelor’s degree preferred
- Must have excellent written communication skills
- Must have excellent verbal and interpersonal communication skills
and present a professional image in person and over the phone
- Must maintain a positive attitude, be a self-starter, dependable and
take pride in work product
- Demonstrated ability to take initiative to get things done and work
collaboratively with others; strong team player
- Efficient, organized, and have the ability to set priorities and
meet deadlines; able to work independently
- Strong organizational and time management skills; ability to work
with a high sense of urgency within established timelines,
exercising consistent follow-through/follow-up when necessary
- Trusted to handle details of a highly confidential and critical
nature and use excellent judgment at all times.
- Meticulous eye for detail, accuracy, high standards of presentation
and the ability to anticipate, react and thrive in an ambiguous
environment
Check out all of our career opportunities
at www.imperva.com/Company/Careers
OUR COMPANY
Imperva® is a leading cybersecurity company that delivers best-in-class
solutions to protect data and applications – wherever they reside –
on-premises, in the cloud, and across hybrid environments. The company’s
Incapsula, SecureSphere, and CounterBreach product lines help
organizations protect websites, applications, APIs, and databases from
cyberattacks while ensuring compliance. Imperva innovates using data,
analytics, and insights from our experts and our community to deliver
simple, effective and enduring solutions that protect our customers from
cybercriminals. Learn more at www.imperva.com, our blog, or Twitter.
LEGAL NOTICE
Imperva is an equal opportunity employer. All qualified applicants will
receive consideration for employment without regard to race, color,
religion, sex, national origin, ancestry, pregnancy, age, sexual
orientation, gender identity, marital status, protected veteran status,
medical condition or disability, or any other characteristic protected
by law.
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