Trellix

Commercial Account Manager

Trellix

full-time

Posted on:

Location Type: Remote

Location: Texas • United States

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About the role

  • The Commercial 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 knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers.
  • The Commercial 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.

Requirements

  • 2-5 years’ experience in a quota carrying commercial 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.
  • 1-3 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)
Benefits
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Applicant Tracking System Keywords

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

Hard Skills & Tools
sales process managementprospectingcontract negotiationMEDDPICCconsultative sales methodologiessales pipeline developmentcustomer requirement analysisPOCPOVquota achievement
Soft Skills
business acumenpresentation skillsrelationship buildingintegrityconfidencepatienceperseveranceinterpersonal skillsself-awarenessresults oriented