Named Account Manager-MA

The Role and the Team

Department Overview:

• Proofpoint is looking for a high performing Sales professional to join their Named Account team selling to Enterprise account i.e. 6,000 mailboxes to approx. 50,000 mailboxes.
• If you are looking to join a high performing, collaborative team with a track record of success this is the team for you!  Proofpoint provides opportunities for networking, ongoing professional education, and career growth.

Role Overview:

Manage about 10-20 named accounts with a mix of white space and existing customers, work with our partner community to gain access to white space accounts while upselling and cross selling existing customers.

Sell the full Proofpoint Platform while working closely with internal and external ecosystem partners. In this role you will be able to expand the Proofpoint footprint as well as market leadership while assisting in protecting our customers from advanced threats and targeted attacks.

The Named Account Manager role reports to the Named Account Sales Director.

Develop account plans for each of your named accounts, identify add on opportunities for incumbent book of business. Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition.

Expectations:

• Consistent track record of overachievement
• High level of weekly activity with customers and partners
• Continued engagement with existing account
  • Meet and exceed revenue expectations
  • Maintain an active account plan
  • Deliver quarterly Customer Business Review
  • Security the renewals and educate on the Proofpoint Roadmap
  • Continued education i.e. roadmap, new solutions, integrations and industry news and developments
  • Deliver accurate forecast while maintaining a clean and clear Salesforce reporting
• Be a team player and add to the overall success of the team trough result driven activity

Job Requirements

The What:

• Clearly develop and execute path to plan with focus on Forecast accuracy and SFDC hygiene
• Relentless attention to details and never give-up attitude with a high level of activity i.e. customer and partner meetings with emphasis on executive selling (CISO, CIO, CMO etc.)
• Strong presentation skills and technical understanding of cyber security
• High sales activity i.e. 6-10 customer and partner meetings per week, 6 hours of dedicated prospecting hours per week. Ability to both prospect and close business

The How:

• Minimum 5 years of field sales experience selling complex cyber security solutions (or related field) managing medium and large accounts
• Demonstrable track record of success
• Experience working with Channel Partners and selling via two tier distribution
• Track record of developing complex, multi product/multiyear proposals
• Engaged presentations focused on customer need while delivering overall solution value
• Ability to Identify customer business drivers
• Use case / business value selling
• Ability to quarterback a multitude of internal and external resources while being in tune with the different personalities and competing priorities