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ESET · 2 weeks ago

Sales Manager (High-Touch)

San Diego, CA

Full-time

Onsite

Senior Level

$150K/yr - $210K/yr

5+ years exp

ESET is a company focused on cyber security solutions, and they are seeking a Sales Manager (High-Touch) to manage their largest and most strategic customers. The role involves maintaining and expanding customer relationships, leading the sales process, and driving revenue growth through upselling and cross-selling opportunities.

SecuritySoftware

Culture & Values

H1B Sponsor Likely

Responsibilities

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

Propose and implement improvements of processes and work procedures within the team

Cooperate with immediate superior on financial planning and remain continuously updated on spending of funds

Share relevant information and support communication within the team and with other organizational units

Set clear and realistic goals and expectations towards work performance within prescribed deadlines

Manage, plan and delegate work to team members and be responsible for performance of assigned tasks in accordance with established procedures and processes

Provide regular feedback and evaluate work performance of direct subordinates (e.g. probation period, definite period, assessment interviews)

Take timely and efficient measures to ensure high-quality and timely work output of the team and its members

Ensure optimum planning of human resources, their substitutability and be responsible for attendance of team members. Cooperate with direct superior on planning for personnel and organizational changes

Cooperate on new employee recruitment process

In cooperation with the employee prepare their personal development plans and ensure relevant development and educational activities

Actively look for and exploit opportunities for own development and education and share experience and professional knowledge with others

Qualification

Key account managementEnterprise salesSaaS knowledgeNegotiation skillsCyber security experienceSales strategy developmentTeam leadershipCommunication skillsRelationship buildingProblem-solving

Required

University undergraduate degree in Engineering, Business, Finance or Computer Sciences, or equivalent experience

5+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector

7+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies

Extensive experience in key account management, enterprise sales, and a proven track record of handling large, complex accounts

Advanced knowledge of the industry and exceptional negotiation skills are crucial

Ability to engage with senior executives and decision-makers within enterprise clients, including C-suite executives, VPs, and directors

Ability to develop deep, long-lasting relationships with key clients, acting as a trusted advisor and ensuring continuous alignment with the client's business goals

Deep understanding of industry trends, competitive dynamics, and emerging technologies

Ability to provide one-on-one coaching to junior sales representatives, sharing insights and strategies for managing complex sales cycles and building relationships with enterprise clients

Encouragement of a collaborative approach to selling, working alongside other sales team members on high-stakes deals

Demonstration of best practices in sales techniques, negotiation, and account management

Very high language skills required: Ability to read, analyze, and interpret legal documents, respond to common inquiries and complaints, and effectively present information to top executive management

High level of inter-personal relationship and excellent written and verbal communication skills

Ability to share insights on market trends, competitor strategies, and emerging technologies

Ability to educate the team on the specific challenges and pain points faced by enterprise clients

Ability to lead all aspects of the sales cycle with the ability to uncover, qualify, develop, and close new, white-space territories and accounts

Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships

Maniacal focus on excellence in Pipeline Generation & Opportunity Progression

Willingness to be coached and the discipline to work a proven sales process from beginning to end

Evidence of ‘team sales' and the ability to use internal resources, partners, and team members to be successful

An ‘in the field' mentality leading to meet customers and prospects face to face wherever possible

Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages

Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills

Fast thinking and adaptable

Preferred

Experience in cyber-security or SecOps preferred

Security background a plus

Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred

Company

ESET

Glassdoor4.2

ESET provides cybersecurity solutions to protect users from digital threats.

Founded in 1987

Bratislava, Bratislava, SVK

1001-5000 employees

https://www.eset.com/int

H1B Sponsorship

ESET has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2024 (1)

2021 (1)