执行客户经理 - 企业客户
Executive Account Manager - Enterprise
我们正在寻找一名企业高级客户经理，负责推动NetWitness所辖大型企业客户的增长。这是一个战略性的销售职位，专注于赢得新业务和拓展现有客户关系，包括复杂的数百万美元及多年期机会。
您将负责所分配客户的整体销售策略、销售渠道、预测和收入表现，并对选定客户具有全球责任。此职位的成功需要能够与高级管理层建立信任关系，理解复杂的企业和网络安全挑战，并协调内部和外部团队以提供高价值的解决方案。
您将负责：
- 负责企业及/或全球客户组合的季度和年度收入目标。
- 根据客户优先事项、行业趋势、竞争动态和收入潜力，制定并执行战略客户计划。
- 识别、评估、开发并完成新的信息安全机会，同时拓展现有客户关系。
- 与C级和高级技术/安全高管建立信任关系，并在适当的时候与NetWitness高管进行沟通。
- 推动复杂的数百万美元及多年期销售，包括企业协议、框架协议和ELA。
- 维护准确的销售渠道和滚动12个月预测，并清晰展示销售表现和机会。
- 领导潜在客户开发活动，包括冷电话、活动、研讨会、合作伙伴参与和其他需求生成举措。
- 了解每个客户的环境、技术足迹、业务优先事项、决策结构和增长机会。
- 协调销售工程、专业服务、客户成功、产品管理、财务、法务、销售运营、技术顾问、渠道及其他资源，以满足复杂的客户需求。
- 在销售周期中领导机会管理，从资格审核和方案开发到谈判、成交和售后跟进。
- 制定有说服力的提案和基于价值的解决方案，以满足本地和全球客户的需求。
- 领导客户团队和虚拟团队，确保出色的执行、客户满意度和重复业务。
- 熟悉NetWitness解决方案、网络安全趋势、技术和市场机会。
- 解决复杂问题，推动销售流程顺利进行。
查看英文原文
We are looking for an Executive Account Manager – Enterprise to drive growth across a defined portfolio of large enterprise accounts for NetWitness. This is a strategic sales role focused on both winning new business and expanding existing customer relationships, including complex, multimillion-dollar and multiyear opportunities.
You will own the overall sales strategy, pipeline, forecasting, and revenue performance for your assigned accounts, with global responsibility for selected customers. Success in this role requires the ability to build trusted relationships with senior executives, understand complex business and cybersecurity challenges, and orchestrate internal and external teams to deliver high-value solutions.
What You’ll Do
- Own quarterly and annual revenue targets across a portfolio of enterprise and/or global accounts.
- Develop and execute strategic account plans based on customer priorities, industry trends, competitive dynamics, and revenue potential.
- Identify, qualify, develop, and close net-new information security opportunities while expanding existing customer relationships.
- Build trusted relationships with C-level and senior technology/security executives and engage NetWitness executives when appropriate.
- Drive complex, multimillion-dollar and multiyear sales, including enterprise agreements, frame agreements, and ELAs.
- Maintain accurate pipeline and rolling 12-month forecasts and provide clear visibility into sales performance and opportunities.
- Lead prospecting activities, including cold calling, events, seminars, partner engagement, and other demand-generation initiatives.
- Understand each account's environment, technology footprint, business priorities, decision-making structure, and growth opportunities.
- Coordinate Sales Engineering, Professional Services, Customer Success, Product Management, Finance, Legal, Sales Operations, Technical Consultants, Channel, and other resources to address complex customer needs.
- Lead opportunity management throughout the sales cycle, from qualification and solution development through negotiation, close, and post-sales engagement.
- Develop compelling proposals and value-based solutions tailored to local and global customer requirements.
- Lead account teams and virtual teams to ensure strong execution, customer satisfaction, and repeat business.
- Stay current on NetWitness solutions, cybersecurity trends, technologies, and market opportunities.
- Resolve account ownership and sales coordination challenges while maintaining strong internal and external relationships.
Requirements
- 5+ years of enterprise software sales experience, preferably with strong information security/cybersecurity expertise.
- Proven success selling complex technology solutions to large enterprise organizations.
- Consistent track record of achieving or exceeding sales targets, ideally with $3M+ annual sales responsibility.
- Demonstrated success prospecting, developing, negotiating, and closing complex enterprise opportunities.
- Experience managing strategic, named, or global accounts within multinational organizations.
- Strong executive presence and relationship-building skills, with the ability to influence senior decision-makers.
- Strong technical aptitude and the ability to translate technology into business value.
- Excellent consultative selling, presentation, negotiation, and communication skills.
- Ability to navigate complex, matrixed organizations and influence cross-functional teams without direct authority.
- Strong strategic account planning, forecasting, and opportunity management skills.
- Bachelor's degree required; Master's degree and professional sales training are desirable.
- Willingness to travel 25–50% of the time.
Benefits
Compensation Range: $140,000 – $180,000 USD annually
Commission: Additional commission structure available
Individual compensation will be determined based on experience, qualifications, and other job-related factors.
At NetWitness, we believe in challenging the established mindsets, approaches, and product categories in the information security industry. Every product that we deliver to market is based on a core set of principles grounded in the major paradigm shifts in play and the implications that they have for our customers.
And we live by values that support our actions every day and in everything we do.
- Do the right thing – by our customers, employees, and shareholders...think long-term, but act with a sense of urgency.
- What we do matters – our work makes a difference in the world.
- We give a damn – about our customers, about what we’re doing, about each other...we’re in this together.
- We are a fun company – building cool products with technical insight that help our customers solve meaningful problems.
Our mission is delighting our customers with everything we do. We provide thousands of customers around the world with essential security capabilities, leading with our Intelligence Driven Security Strategy and Vision, to protect their most valuable assets from cyber threats. With Net Witness’s award-winning products, organizations effectively detect, investigate, and respond to advanced attacks; reduce IP theft and cybercrime.
Equal Opportunity Employer
PartnerOne is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, veteran status, or any other protected characteristic.
This recruitment process may use automated or artificial intelligence to screen or assess applicants.
This job posting is for an existing vacancy.
Originally posted on Himalayas