Named Account Manager
Forcepoint
Madrid, Spain
hace 1 día

Forcepoint is transforming cybersecurity by focusing on what matters most : understanding people’s intent as they interact with critical data and intellectual property wherever it resides.

Our uncompromising systems enable companies to empower employees with unobstructed access to confidential data while protecting intellectual property and simplifying compliance.

Based in Austin, Texas, Forcepoint supports more than 20,000 organizations worldwide. For more about Forcepoint, visitand follow us on Twitter

A new exciting opportunity has arisen for a driven and passionate Named Account Manager. You will be responsible for New Business (New Logo and Cross-sell & Upsell) for all Forcepoint solutions within a cohort of 30-40 customers and prospects in Spain.

  • Results : >
  • 100% plan achievement each quarter; increase six-figure and seven-figure wins

  • Objectives : forecast accuracy, 4x rolling pipeline coverage, excellent Salesforce hygiene
  • Activities : e.g. number of customer and partner meetings; number and quality of high-value pursuits; maintain full sales and product enablement compliance;
  • Account Plan, Opportunity Plan and Close Plan reviews with sales leadership.

    Essential Functions

  • Responsible for new account development and / or expanding existing accounts through business to business sales of Forcepoint software subscriptions, licensing, appliances and services to accounts
  • Working with the Regional Sales Director, develop and implement specific customer accounts and opportunity plans in support of company goals and quota objectives
  • Effectively engage sales resources : SE, Channel, Solutions Sales teams and Executives on the development and implementation of customer account plans
  • Use the CRM system effectively, responsible for the development, management and closure of forecasted opportunities
  • Manage and drive revenue through complex, multiple go-to-market strategies
  • Execute complex sales and effectively manage the sales process and activities
  • Meet or exceed sales quota
  • Interface to negotiate and exchange information with all levels of management
  • Education and Experience

  • Extensive and proven IT software Sales experience selling security software and / or network technologies
  • Experience selling into the public sector
  • Relationship management and new business sales experience
  • Experience of managing, growing and taking ownership of accounts
  • A proven sales background of consistent achievement against quota
  • Used to meeting with and presenting to C-level / executive level contacts within customers’ accounts
  • Used to working with the Channel as well as developing business directly
  • Able to effectively partner and engage with internal sales resources such as sales specialists and sales engineers, as well as liaising with external partners at all levels
  • Familiar with sales methodologies such as TAS, Solution and Outcome -based selling
  • A structured and processed style of working with good time-management skills
  • Experience of working across various vertical markets
  • Good analytical and forecasting skills
  • Excellent presentation and written and verbal communication skills
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