Enterprise Account Manager

5 days ago

London, Greater London, United Kingdom Trustwave Full time

About Trustwave

Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. We uncover threats that others can't and respond quicker than others can to protect against the devastating impacts of cyberattacks. We're a world-class team of cyber consultants, threat hunters, and researchers serving clients in 96 countries. At Trustwave, you can learn alongside the best, make a personal impact on a global scale, and solve new challenges every day.

Job Summary

We're seeking an experienced Enterprise Account Manager to join our team. As an Enterprise Account Manager, you will be responsible for developing and managing enterprise accounts within a specific region, territory, or vertical/industry. You will understand the latest trends, developments, solutions, and customer needs in the threat landscape for the assigned vertical/industry and educate clients on the latest trends, insights, and changes in the market and share the latest developments in the Trustwave portfolio.

Key Responsibilities

  • Develop and manage enterprise accounts within the assigned region, territory, or vertical/industry.
  • Understand the latest trends, developments, solutions, and customer needs in the threat landscape for the assigned vertical/industry.
  • Educate clients on the latest trends, insights, and changes in the market and share the latest developments in the Trustwave portfolio.
  • Act as a long-term liaison and trusted consultant by understanding the client's needs through continual engagement with the client throughout the product lifecycle and delivery of service offering, building relationships through client interactions.
  • Sell Trustwave services and products, Managed Security Services, Offensive Security, and the full portfolio of Trustwave products and identify and create opportunities for Consulting and Professional Services engagements where possible.
  • Ownership of an Account P&L and the overall relationship with the customer and be the point of contact for a portfolio of accounts.
  • Develop and manage a pipeline of additional opportunities within the Account portfolio and forecast portfolio P&L on a quarterly basis.
  • Ensure the provision of appropriate business information for decision-making.
  • Negotiate contracts, build customer rapport, ensure customer satisfaction, drive renewals, and identify growth opportunities through upsell/cross-sell.
  • Provide appropriate account and opportunity pipeline tracking and reporting as required leveraging CRM systems and Excel.
  • Ensure a smooth onboarding experience that meets and exceeds customer expectations.

Requirements

  • 10+ years selling into enterprise-level organizations with a strong history of success.
  • Extensive experience selling to CXO personnel and a proven understanding of managing a portfolio of accounts.
  • Strong communication skills coupled with superior negotiation skills at the CXO level.
  • Validated and successful sales background developing a business strategy and multi-year business plan, collaboration, partnership, and delivery of client success.
  • Experience maintaining a multi-million-dollar quota preferred.
  • Keen eye to understand in detail the needs of each account and identify opportunities beyond ongoing/existing engagements.
  • Experience in managing key account relationships, driving customer satisfaction, and upsell/cross-sell to achieve account growth.
  • Work to create solutions tailored to the client's business needs and integrate Trustwave's capabilities in a way that is valued by the customer and superior to the competition.
  • Sales responsibilities include territory/pipeline management, opportunity identification, analyzing cybersecurity requirements of enterprise clients, selecting appropriate Trustwave solutions, leading PoCs, demonstrations, client workshops and presentations, quotes/pricing, and other proposal development activities.
  • Acts independently to determine methods and procedures on new or special assignments. May supervise the activities of others. A team leader providing professional leadership and coordination on accounts across the team.
  • Experience with CRM systems, preferably Salesforce.
  • Excellent sales and presentation skills both in person and via phone, email, and web-conference.
  • Ability to articulate complex technology concepts to a technical and non-technical audience.
  • Demonstrates ethical behavior and fair competitive practices.
  • Able to foster strong internal relationships.
  • Understands the sales lifecycle and navigates it tactfully with a planned strategy, upholding Trustwave's values and mission.

Education

  • A high school diploma or equivalent is required; a college or university degree is a plus.

About Trustwave

Trustwave is an Equal Opportunity Employer committed to providing a working environment that embraces and values diversity and inclusion. When you join Trustwave, you join a unique global family with more than 20 years of history focused on helping you shape and grow your career. We have an entrepreneurial spirit and industry vision that has helped assure our products and services are always on the very forefront of technological development. When you ride the wave, you'll work with a group of people who share common goals, are driven by a similar passion, and value the expertise of their peers.

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