Summary
Sales Manager (High-Touch) 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, Sales Manager (High-Touch) is responsible for maintaining & expanding the customer relationship by leading and driving end-to-end sales process to expand & enlarge existing customers.Job description
The Sales Manager (High-Touch) 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 Sales Manager (High-Touch) should be combined role responsible also for hunting new logos (when it make sense).
FUNCTIONAL RESPONSIBILITIES AND DUTIES
• Develop and execute the overall strategy for key account management to maximize revenue potential and ensure long-term client satisfaction.
• Foster and maintain executive-level relationships with top enterprise clients, ensuring alignment with their strategic goals and objectives.
• Emphasizes strategic planning, long-term relationship building, and high-level negotiations with senior executives in large enterprises. This role focuses on developing and executing comprehensive account strategies tailored to each major client.
• Manages relationships with large, complex organizations that may have multiple decision-makers, sophisticated needs, and intricate purchasing processes.
• Prospect, develop, and close the renewal, up sell, & 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
• Develop and execute comprehensive 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
• Advocate the ESET Security vision to prospects through high impact 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 in person or virtual 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
• Operates with a high degree of autonomy, making key decisions on account strategies, pricing, and contract terms. They often have the authority to make commitments on behalf of the company
• Works closely with senior management, product development, marketing, and other departments to align the company's offerings with the strategic goals of major clients
• Train the other team members by providing coaching, developing and distributing playbooks, conduct trainings.
• 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.
MANAGERIAL RESPONSIBILITIES
• Propose and implement improvements of processes and work procedures within the team.
• Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds.
• Share relevant information and support communication within the team and with other organizational units.
• Set clear and realistic goals and expectations towards work performance within prescribed deadlines.
• Manage, plan and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes.
• Provide regular feedback and evaluate work performance of direct subordinates (e.g. probation period, definite period, assessment interviews).
• Take timely and efficient measures to ensure high-quality and timely work output of the team and its members.
• Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes.
• Cooperate on new employee recruitment process.
• In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities.
• Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others.
REQUIREMENTS
Education:
• University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience.
Experience:
• Years of work experience: 13
• 7+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred
• 10+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus.
• Requires extensive experience in key account management, enterprise sales, and a proven track record of handling large, complex accounts.
Knowledge:
• Advanced knowledge of the industry and exceptional negotiation skills are crucial. Engages with senior executives and decision-makers within enterprise clients. This includes C-suite executives, VPs, and directors.
• Develops deep, long-lasting relationships with key clients, often acting as a trusted advisor and ensuring continuous alignment with the client’s business goals.
• Expected to have a deep understanding of industry trends, competitive dynamics, and emerging technologies
• Can provide one-on-one coaching to junior sales representatives, sharing insights and strategies for managing complex sales cycles and building relationships with enterprise clients
• Encourage a collaborative approach to selling, where the MAM works alongside other sales team members on high-stakes deals, providing guidance and support throughout the sales process
• By demonstrating best practices in sales techniques, negotiation, and account management, the MAM sets a standard for others to follow
• Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred
Communication:
• 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.
• High level of inter-personal relationship and excellent written and verbal communication skills
Personal characteristics:
• Share insights on market trends, competitor strategies, and emerging technologies to help the sales team stay ahead of the curve and tailor their approaches accordingly
• Educate the team on the specific challenges and pain points faced by enterprise clients, and how to position solutions effectively
• 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
• 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.
• Maniacal focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation.
• 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 and prospects face to face wherever possible.
• 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
Health & well-being- Cigna Medical Plan
- Cigna Dental Plan
- EyeMed Vision Plan
- Reliance Standard Life Insurance
- Reliance Standard Long Term Disability Plan
- HealthJoy Employee Assistance Program
- Cigna Supplemental Insurance
- Lifestyle Spending Account
- Bi-Weekly Mediation Series
- On-site Gym and shower facilities
- Volunteer Day off
- Paid Time off
- Tuition Reimbursement
- Birthing Parent Match
- Pet Insurance
- Recreational Zone
- Coffee & Snacks
- Parking Benefit
- Benefit Hub - Discounts on travel, cars, electronics, etc…
- 401(k) retirement savings
- ESET's Charitable Contributions Program
- Referral Program
Primary location
San DiegoAdditional locations
Time type
Full timeTop Skills
What We Do
For more than 30 years we have been here helping to watch over and protect progress. Over a billion users worldwide rely upon ESET’s solutions to stay secure from increasingly sophisticated digital threats. ESET´s award-winning IT security software and services provide protection in over 200 countries and territories worldwide, with its software localized into more than 30 languages.
Meanwhile, the world continues to move forward at pace. When ESET was founded, the Internet was in its infancy. Now technology is part of everything we do and is central to the continued advancements in our society. Most of the time technology does just what it is supposed to, but in order to ensure continued progress in the digital age we need someone to question what’s going on in the background.
And that’s why we are here – to continue protecting technology from threats, enabling everyone to fully embrace it’s potential and rely on it.
Put simply - when technology enables progress, ESET is here to protect it.
ESET - Progress. Protected.
Visit www.eset.com to learn more
