Job Description

Summary

Key Account Manager is a significant driver of company revenue and growth with managing our largest and most strategic customers within the defined geographical sales territory.
Job description


Key Account Manager is a significant driver of company revenue and growth with managing our largest and most strategic customers within the defined geographical sales territory. As an experienced and dynamic sales professional, KAM is responsible for maintaining & expanding the customer relationship by leading and driving end-to-end sales process to expand & enlarge existing customers. The KAM will take lead on managing and maintaining existing name accounts to upsell & cross-sell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account. The KAM should be combined role responsible also for huntung new logos (when it make sense).

FUNCTIONAL RESPONSIBILITIES AND DUTIES

Manage, nurture, and grow strategic relationships with the less complex enterprise clients to ensure long-term customer satisfaction and retention. Prospect, develop, and close the renewal, upsell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices Perform post-sales activities, including managing ongoing relationships, addressing client needs, and upselling or cross-selling additional products or services. Develop and execute territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM Attain quarterly and annual net new revenue goals and quota targets Pursue a "Hunter/Farmer strategy" focused on expanding & enlarging revenue of existing named enterprise accounts Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs Establish a regular Quarterly Business Review (QBR) cadence with named accounts to achieve revenue optimization and understand customer goals & objectives Provide detailed knowledge of ESET's product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities Coordinate sales activities across multi-functional groups. Shadow the more experiences colleagues during client meetings and negotiations to learn best practices. Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results. Perform conceptual, systemic, creative and methodical activities. Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

REQUIREMENTS

Education:

University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.

Experience:

Years of work experience: 8 ( 4-5 years in enterprise) 4+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred 6+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus. Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.

Knowledge:

Have and able to lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts You will win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems. Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.

Language:

English - B2 local language

Communication:

High level of inter-personal relationship and excellent written and verbal communication skills

Managerial skills:

N/A

Personal characteristics:

Willingness to be coached and the discipline to work a proven sales process from beginning to end. Evidence of 'team sales' and the ability to use internal resources, partners, and team members to be successful. An 'in the field' mentality leading you to meet customers & prospects face to face wherever possible. 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 executive management. Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills Fast thinking and adaptable Benefits


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Health & well-being

Health insurance Death in service Employee assistance program (EAP) Pension Perkbox Free sight tests and discount on glasses Sick pay Extra holiday Wellbeing Allowance
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Family

Child Birth Allowance Marriage Allowance Enhanced Parental leave
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Office

Free Parking Hot and cold drinks and fruit Friday Breakfast Christmas PartySummer Party
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Other

Loyalty award Employee referral scheme Cycle to work Tech Scheme Christmas Hamper
Primary location


Bournemouth
Additional locations


Time type


Full time