Enterprise Account Manager

at  Trellix

ABOUT TRELLIX:

Trellix is the cybersecurity company transforming security operations with artificial intelligence (AI), analytics, and automation to create a resilient digital world. Our market-leading AI-powered XDR Platform learns and adapts to disrupt active threats and empower CISOs with living security. The platform’s open architecture and broadest set of native security controls across endpoint, email, network, cloud, and data security integrates with over 500 third-party tools to create multi-vector, multi-vendor event correlation and context to speed up investigations. The Trellix Advanced Research Center provides an additional layer of protection by continuously informing the platform on the latest threat actor TTPs (techniques, tactics, and procedures) and recommendations from millions of global sensors. Trellix and an extensive partner ecosystem accelerate technology innovation and empower over 40,000 business and government customers to build confidence in the protection and resilience of their operations. Learn more at Trellix.com.

The Enterprise Account Manager will be responsible for driving incremental demand creation effort for driving sales of a complex suite of Trellix Security products, solutions, or services within the assigned geography.

About the Role:
The role requires in-depth knowledge of Trellix products, intuitive information on the industry and competitors, and the ability to generate value by timely and accurate application of knowledge. The role will develop sales by proactively assessing customer needs, identifying opportunities for growth, and creating tailored customer proposals. Account planning, customer engagement, revenue focus, contract negotiation, cross-functional stakeholder management, and excellent management of customer expectations are the key requirements of this role.

Responsibilities:

• Identifies potential customers, initiating a sales relationship, preparing, presenting solutions, and finalizing the sales process.
• Leverages internal technical resources as needed to meet customer solution requirements.
• Analyzes the customer environment to understand customer needs and collaborates with technical resources to provide expertise as needed to meet customer requirements.
• Works closely with customers to drive POC’s. Upsells/cross sell Trellix Security products and solutions based on customer need.
• Generates demand with resellers and end-user customers and growing mindshare, product awareness, and business relationships.
• Develops relationships internally with various stakeholders.
• Engages and presents at multi levels within an account including board level.
• Develop account and opportunity plans to improve an account strategy.
• Maintains customer satisfaction.
• Develops relationships with our channel and service partners to develop strategic agreement.

About You:

• Has decision-making/negotiating authority within generally defined guidelines with some room for interpretation.
• Understands the challenge to ensure customer understanding and knowledge in the security challenges associated.
• Strong business acumen and ability to build C-level relationship to interpret and execute on opportunities within complex organisations.
• You will understand how to engage members of the presales technical and professional services organization early in the sales cycle.
• Has experience working with the Channel and System Integrators.
• Maturity, confidence, patience, perseverance, interpersonal skills, commercial awareness
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting.