Regional Account Executive, EMEA

4 weeks ago

London, Greater London, United Kingdom Trustwave Full time

About Trustwave
Trustwave is a premier provider of cybersecurity and managed security services, specializing in threat detection and response. We excel in identifying threats that others may overlook and respond swiftly to mitigate the severe consequences of cyberattacks. Our team comprises world-class cyber consultants, threat hunters, and researchers, serving clients across 96 countries. At Trustwave, you will have the opportunity to learn from industry leaders, make a significant impact globally, and tackle new challenges daily. Discover more about us at Trustwave.

Position Overview
Trustwave is on the lookout for an Account General Manager (AGM). The AGM will be pivotal in cultivating robust, long-lasting relationships with clients, ensuring profitable growth of financial accounts, and delivering innovation and service excellence across a diverse portfolio. This role entails identifying new business opportunities, particularly within critical, large, complex, high-visibility, strategic, or tactically significant accounts. The AGM will report to the Regional GM and will be required to travel within the territory for on-site meetings, Executive Business Reviews, and industry events as necessary.

Key Responsibilities:
  • Develop and oversee enterprise accounts within the designated region, territory, or industry vertical. Familiarity with a specific industry is advantageous.
  • Stay informed about the latest trends, developments, solutions, and customer requirements in the threat landscape relevant to the assigned vertical/industry.
  • Provide clients with insights on current trends, market changes, and the latest offerings from Trustwave.
  • Act as a long-term liaison and trusted advisor by understanding client needs through ongoing engagement throughout the product lifecycle and service delivery, fostering relationships through client interactions.
  • Promote Trustwave services and products, including Managed Security Services and Offensive Security, while identifying and creating opportunities for Consulting and Professional Services engagements.
  • Manage an Account P&L and maintain overall relationships with customers, serving as the primary contact for a portfolio of accounts.
  • Build and manage a pipeline of additional opportunities within the Account portfolio and provide quarterly forecasts of portfolio P&L.
  • Ensure the provision of relevant business information to support decision-making.
  • Negotiate contracts, cultivate customer relationships, ensure satisfaction, drive renewals, and identify growth opportunities through upselling and cross-selling.
  • Maintain appropriate tracking and reporting of account and opportunity pipelines using Excel.
  • Facilitate a seamless onboarding experience that meets and exceeds customer expectations.
Qualifications:
  • 10+ years of experience in sales to enterprise-level organizations with a proven track record of success.
  • Extensive experience engaging with CXO personnel and a demonstrated understanding of managing a portfolio of accounts.
  • Exceptional communication skills paired with strong negotiation abilities at the CXO level.
  • Proven sales background in developing business strategies and multi-year plans, fostering collaboration, partnerships, and ensuring client success.
  • Experience managing a multi-million-dollar quota is preferred.
  • A keen ability to understand the unique needs of each account and identify opportunities beyond existing engagements.
  • Demonstrated entrepreneurial spirit and self-starter mentality.
  • Experience in managing key account relationships, enhancing customer satisfaction, and driving account growth through upselling and cross-selling.
  • Ability to create tailored solutions that align with client business needs while integrating Trustwave's capabilities effectively.
  • Sales responsibilities include territory and pipeline management, opportunity identification, analyzing cybersecurity requirements of enterprise clients, leading PoCs, demonstrations, client workshops, and proposal development activities.
  • Work independently to determine methods and procedures for new or special assignments, potentially supervising the activities of others and providing professional leadership across accounts.
  • Familiarity with CRM systems is preferred.
  • Excellent sales and presentation skills, both in person and through various communication channels.
  • Ability to explain complex technology concepts to both technical and non-technical audiences.
  • Exhibit ethical behavior and fair competitive practices.
  • Ability to foster strong internal relationships.
  • Comprehend the sales lifecycle and navigate it tactfully with a strategic approach, upholding Trustwave's values and mission.
Education:
  • A high school diploma or equivalent is required; a college or university degree is advantageous.

Why Trustwave?
Trustwave is an Equal Opportunity Employer dedicated to fostering a working environment that values diversity and inclusion. When you become part of Trustwave, you join a unique global family with over 20 years of history focused on helping you shape and advance your career. Our entrepreneurial spirit and industry vision ensure that our products and services remain at the forefront of technological advancement. You will collaborate with a team of individuals who share common goals, are driven by a similar passion, and appreciate the expertise of their colleagues.

This position offers remote work flexibility, open to anyone legally authorized to work in the UK. Guided by our flexible workplace philosophy, Moments That Matter, team members gather in the office when in-person interaction is most beneficial; full-time remote employees may be required to travel occasionally based on team and business needs.

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