Enterprise Account Manager

Job Description

Company DescriptionSince 2004, Mandiant has been a trusted partner to security-conscious organizations. Effective security is based on the right combination of expertise, intelligence, and adaptive technology, and the Mandiant Advantage SaaS platform scales decades of frontline experience and industry-leading threat intelligence to deliver a range of dynamic cyber defense solutions. Mandiant?s approach helps organizations develop more effective and efficient cyber security programs and instills?confidence in their readiness to defend against and respond to cyber threats.The EnterpriseAccount Manager is responsible for sales opportunities of the Mandiant family of products within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post-sales account management of the assigned Enterprise accounts.The successful account manageris expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the account manageris expected to sell the entire Mandiant services and solutionsline and must effectively represent Mandiantsfull suite of solutionsand services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.Qualifications

• 4+years of enterprise field sales experience
• Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level of an organization
• Understand the sales process, with acute listening and sales skills
• Ability to clearly articulate issues and concerns to management and support
• Willingness to travel, work odd hours, and be very available
• Excellent business writing and presentation skills
• Instinctive understanding of customer service and satisfaction, with ability to manage both
• BS/BA or higher-level degree in relevant field (CS, EE, MIS) strongly preferred.

Additional Information

• Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of high-value solutions.
• Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively matrix-manage cross-functional areas to deliver total solutions based on regional requirements.
• Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.
• Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders.
• Maintain and ensure the accuracy and consistency of all sales data across all sales systems
• Consistently demonstrate strong product knowledge and ability to articulate our value proposition.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability

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