Sales Manager (High-Touch)

Summary

Sales Manager (High-Touch) is a significant driver of company revenue and growth with managing our largest and most strategic customers within the defined geographical sales territory. As an experienced and dynamic sales professional, Sales Manager (High-Touch) is responsible for maintaining & expanding the customer relationship by leading and driving end-to-end sales process to expand & enlarge existing customers.

Job description

The Sales Manager (High-Touch) will take lead on managing and maintaining existing name accounts to upsell & cross-sell the ESET portfolio of software and services to ensure contract renewal and increase overall revenue within each named account. The Sales Manager (High-Touch) should be combined role responsible also for hunting new logos (when it make sense).

FUNCTIONAL RESPONSIBILITIES AND DUTIES

• Develop and execute the overall strategy for key account management to maximize revenue potential and ensure long-term client satisfaction.
• Foster and maintain executive-level relationships with top enterprise clients, ensuring alignment with their strategic goals and objectives.
• Emphasizes strategic planning, long-term relationship building, and high-level negotiations with senior executives in large enterprises. This role focuses on developing and executing comprehensive account strategies tailored to each major client.
• Manages relationships with large, complex organizations that may have multiple decision-makers, sophisticated needs, and intricate purchasing processes.
• Prospect, develop, and close the renewal, up sell, & cross-sell opportunities within the named customer accounts for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices
• Develop and execute comprehensive territory & customer account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM
• Attain quarterly and annual net new revenue goals and quota targets
• Pursue a "Hunter / Farmer strategy" focused on expanding & enlarging revenue of existing named enterprise accounts
• Advocate the ESET Security vision to prospects through high impact product demonstrations, events, and target-specific initiatives
• Manage large / global enterprise prospect and customer evaluations, proof of concepts, and any RFP / RFIs
• Establish a regular Quarterly Business Review (QBR) cadence in person or virtual with named accounts to achieve revenue optimization and understand customer goals & objectives
• Provide detailed knowledge of ESET's product portfolio and develop the comfort working with NSPs and VARs to generate new pipeline and opportunities
• Coordinate sales activities across multi-functional groups
• Operates with a high degree of autonomy, making key decisions on account strategies, pricing, and contract terms. They often have the authority to make commitments on behalf of the company
• Works closely with senior management, product development, marketing, and other departments to align the company's offerings with the strategic goals of major clients
• Train the other team members by providing coaching, developing and distributing playbooks, conduct trainings.
• Plan and coordinate the work of colleagues in accordance with superior's instructions, be responsible for the performance of the tasks entrusted to it in accordance with established procedures and processes and prioritize tasks of colleagues in order to meet established objectives and achieve required results.
• Perform conceptual, systemic, creative and methodical activities.
• Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.

MANAGERIAL RESPONSIBILITIES

REQUIREMENTS

Education :

Experience :

Knowledge :

Communication :

Personal characteristics :

OTE is $150,000-$210,000

Benefits

Health & well-being

Family

Office

Other

Primary location

San Diego

Additional locations

Time type

Full time