KEY ACCOUNT MANAGER

Job posting title Key Account Manager Job summary The Business Development Manager for Enterprise is a high-performing senior position responsible for locating, defining, negotiating and closing net new enterprise opportunities.
Job description FUNCTIONAL RESPONSIBILITIES AND DUTIES • Be responsible for locating, defining, negotiating, and closing net new enterprise opportunities.
• Prospect for new enterprise accounts (+ seats).
• Pursue a “hunter strategy” focused on landing of enterprise accounts and partnerships.
• Search for and participate in RFPs.
• Work closely with LVARs and VARs to identify and pursue net new opportunities.
• Consistently deliver an articulated value proposition for ESET enterprise solutions.
• Meet monthly net new revenue targets.
• Input and track all opportunity and customer details in Salesforce.
• Insert data and manage pipeline and CRM system.
• Utilize available prospecting tools to generate pipeline.
• Maintain excellent business relationships with customers, partners, and various internal teams at all of the ESET offices.
• Provide detailed knowledge of ESET’s product portfolio.
• Provide input to strategic account and business development planning.
• Provide accurate forecasting with emphasis on new logo targeting plus long-term sales outlook.
• Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.).
• Manage deals on a global scale when appropriate.
• Travel, perform presentations, and work with prospects.
• Perform conceptual, systemic, creative and methodological activities.
• Carry out other tasks according to the instructions of the direct manager in accordance with the activities of the department and the company.
REQUIREMENTS Education.
• GCSE in Maths and English (or equivalent) Experience.
• 5+ years of working experience in strategic sales and account management • 5+ years of experience in the computer security industry • Experience with contracts negotiation and contract management • Experience of managing pipeline and using a CRM system • Experience of using available prospecting tools to generate pipeline • Global work experience - desirable Knowledge.
• In-depth knowledge/understanding of the computer security industry • Competence and knowledge of RFI/RFP process • Proficiency using Salesforce.
om • Existing contacts with VARs and LVARs offering cybersecurity solutions • Intermediate mathematical skills.
ability to calculate discounts, interest, commissions, proportions, percentages • High level of IT proficiency • Able to read, analyze and interpret legal documents Language.
• English – C2 Proficient Communication.
• Excellent communication skills – both written and verbal • Strong active listening ability • Professional and confident manner, able to influence effectively at all levels of an organization, including C-suite • Able to respond to common inquiries and complaints • Able to effectively present information to management and other stakeholders Managerial skills.
• Able to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.) • Able to set own priorities, manage multiple tasks and work with little/no supervision • Have a well-organized approach to work planning, time allocation to tasks and a flexible approach to daily routines to deliver desired results Personal characteristics.
• Able to work in a fast-paced, flexible, and passionate sales environment under minimal supervision • Energy – able to excite clients about the ESET vision and proposition • Able to build strong relationships for both the current opportunity as well as the future • Results-driven and tenacious • Willingness to learn and develop • Optimism and drive • Detail oriented and self-reliant • High level of inter-personal relationship and excellent written and verbal communication skills Leadership.
• 60% Expert agenda, 40% Leadership and managerial agenda MAGNITUDE (AREA OF IMPACT) • Responsible for achievement of revenue and related targets – both individual and team ADDITIONAL INFORMATION Travel.
• Significant travel required to partners and customers, as well as roadshows, trade fairs and exhibitions Confidential information.
• Low Job requisition JR- Key Account Manager (Open) Primary location Milan Additional locations Time type Full time