Enterprise Account Manager

As an enterprise sales expert, you'll translate complex security needs into business value by tailoring Kaspersky's portfolio for large organizations.
Key Responsibilities:

• Achieve quarterly and annual sales targets for enterprise solutions.

• Establish and maintain executive-level relationships to build a qualified pipeline and drive revenue.

• Develop contacts with enterprise customers into leads and manage the entire sales cycle.

• Articulate the value of Kaspersky’s enterprise products and services to executive-level stakeholders.

• Identify, develop, and anchor compelling value propositions for prospective customers in the large enterprise segment.

• Position Kaspersky’s specialized services (e.g., cybersecurity training, threat intelligence, Anti-APT) to large enterprises.

• Prepare and present proposals and product information to prospects.

• Maintain funnel reporting and updates in the CRM system.

• Collaborate with Partner/Partner Account Managers to ensure deal closure and full sales cycle support through resellers or system integrators.

• Independently drive the entire sales cycle for customer acquisition.

• Stay updated on the competitive landscape and cybersecurity market trends.

• Act as a trusted advisor, positioning Kaspersky as the preferred choice for enterprises.

• Lead timely RFP responses, coordinating with partners and colleagues.

• Present Kaspersky’s portfolio at field events (e.g., conferences, seminars).

• Communicate customer requirements to Product Management teams regularly.

• Coordinate with global and regional sales teams.

Requirements:

• Degree in Engineering, Management, Business Administration, or equivalent.

• 5+ years of direct account management experience in IT Security/IT Sales, with a focus on large accounts.

• Strong, documented track record of achieving sales quotas.

• Proven experience delivering presentations to large corporations.

• Established contacts/relationships at the CxO level in large accounts.

Knowledge, Skills, and Abilities:

• A proactive new-business hunter with a winning mentality.

• Excellent communication and presentation skills.

• Reasonable level of technical proficiency.

• Experience working with security solutions is an advantage.

• Highly developed social skills and the ability to manage relationships at all levels.

• Strong partner-relationship management skills.

• Target-driven and results-focused.

• Strong business and executive-level sales acumen.

• Strong sense of responsibility and commitment, with effective communication skills for interacting with people at all levels.