Proofpoint

Regional Account Manager

Proofpoint

full-time

Posted on:

Location Type: Remote

Location: Italy

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About the role

  • Driving and growing business within a defined account/territory in conjunction with specific channel partners
  • Establish influential business relationships at the executive level within organisations between 750 to 2,500 users through face-to-face and online meetings.
  • Channel account mapping, implementing and driving joint marketing activities through agreed partners and boosting enablement.
  • Hunting new accounts as well as expanding our presence with existing customers by introducing them to the full breadth of our security, compliance and information protection platform.
  • Partner with the channel ecosystem to gain access into new accounts as well as orchestrate add on and upsell sales motions through channel partners to ensure customers are aware and work towards being fully protected by Proofpoint.
  • Articulate and promote the company’s value proposition and services to become a trusted advisor within your customer base and channel partners / distributors.
  • Collaborate with Sales Engineers to organise and deliver compelling and flawless product demonstrations and Proof-of-Concepts (POCs) where you’re able to articulate value and differentiation.
  • Leverage all internal resources, including aligned System Engineers to prepare action-oriented account strategies and plans.
  • Partner with the Customer Success organisation, contributing to Customer Business Reviews.
  • Deliver operational excellence, to include forecast accuracy and pipeline generation progression.
  • Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace.

Requirements

  • Proven track record of over-achieving targets, and capacity to leverage channel partnerships.
  • Experienced technology sales professional, ideally you will have sold SaaS solutions to the SME and Mid Enterprise markets in Italy.
  • Growth mindset, desire to continue learning and developing, responds positively to coaching.
  • Outstanding written and verbal communication skills and be able to clearly and effectively articulate Proofpoint’s value.
  • Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasizing executive value selling (CISO, CIO, CMO, etc.).
  • Ability to establish business relationships at the executive level, and ability to become a trusted client advisor.
  • Experience of closing complex opportunities in the range of $100k+.
  • Proven ability to develop a new business pipeline and accurately forecast.
  • Previous or current vendor experience and background is highly advantageous.
  • Ability to coordinate multiple resources to execute complex sales strategies.
  • Ideally you will be familiar with a formal sales playbook methodology e.g. MEDDIC, Challenger, TAS, Command of the Message.
  • Preferably you’ll have experience of using Salesforce (or equivalent CRM tool).
  • Fluent Italian and Excellent English language is essential. Any additional languages are a plus.
Benefits
  • Competitive compensation
  • Comprehensive benefits
  • Career success on your terms
  • Flexible work environment
  • Annual wellness and community outreach days
  • Always on recognition for your contributions
  • Global collaboration and networking opportunities
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
SaaS solutions salessales pipeline developmentforecastingexecutive value sellingclosing complex opportunitiesaccount strategyproduct demonstrationsProof-of-Concepts (POCs)channel partnership managementbusiness relationship establishment
Soft Skills
growth mindsetcoaching responsivenesswritten communicationverbal communicationattention to detailnegotiationtrusted advisor capabilityresource coordinationcustomer engagementproblem-solving