Rsa Netwitness Account Executive Direct Sales 

Japan 

955697731

Enterprise Account Manager (Account Manager, Enterprise)

Job Description

This individual must have more than 5 years of enterprise software sales experience with information security domain expertise. Experience selling complex technology solutions to large enterprises is a must. A proven background of successful prospecting and sales closure is mandatory. Annual sales quota and performance should exceed $3,000,000 annually.

Principle Duties and Responsibilities

• Achieve both quarterly and annual sales goals and objectives.
• Responsible for the overall sales strategies and generating results across all key Accounts.
• Develops and implements comprehensive local/global strategic account plans based on industry trending and customer analysis.
• Responsible for managing environments suited to instill best practices across all key Accounts.
• By leveraging appropriate NetWitness offerings and expertise, they will endeavor to objectively address customer needs to become their Trusted Advisor.
• Participates and leads in key contract negotiations, with special focus on frame agreements, or ELAs.
• Manages the production of proposals, account or market plans, and forecasts/reports sales activity and recommendations to enhance account growth and revenue potential.
• Gathers detailed information about the account (install base, financial footprint, potential revenue, etc.).
• Identifies decision-makers, understands their strategic business challenges, and prioritizes opportunities critical to the account.
• Works with Finance, Legal, Sales Ops, and Sales Engineering groups to effectively propose value-added solutions at local or global scale.
• Ensures proper qualification of sales leads/opportunities and provides high-quality opportunity management during all phases of the sales cycle.
• Identifies customer requirements that may necessitate customized and complex solutions.
• Identify and close new information security sales for the defined account set.
• Maintain current and rolling 12-month forecast and pipeline.
• Manage consistent prospecting activities, including but not limited to cold calling, seminar management, and partnering with business partners.
• Expand the current customer base as well as land net new accounts and sales.
• Directs the activities of the account teams (both Channel and Specialists) for sales, service, and technical support to ensure optimum customer satisfaction with RSA products and services.
• Ensures high post-sales satisfaction that enables repeat business with customers.
• Shorten the sales cycle by focusing the customer on core problems and solutions.
• Collaborate with and manage team members to solve complex information security problems for customers.
• Maintain NetWitness product knowledge as well as stay current with industry trends and technologies.

Crucial for success is the candidate’s ability to work with and drive the Virtual Team. Engaging effectively with Professional Services, Systems Engineers, CS community, Product Management, and Technical Consultants resources when required.

• Ensures professional sales coordination and account planning and resolves possible account ownership issues.
• Responsible for and oversees the strategic selling approach and processes for his/her Named or Global Accounts and carries the quota responsibility.
• Involves key NetWitness executives with customer executives’ counterparts to elevate the mutual relationships and increase customer intimacy.

Skills

• Track record of consistent sales over quota achievement.
• Focus on relationship-building with key executives.
• Strong technical aptitude and the ability to apply technology to solve business problems.
• Proven ability to achieve results working with complex organizations, both internally and externally.
• Strong organizational skills and ability to work in a matrix environment.
• Ability to excel in managing complex, matrixed customer and internal organization.
• Ability to influence others to achieve results.
• Ability to manage teams and resources in a highly matrixed environment.
• Understanding of relevant market trends and opportunities.
• Excellent and proven presentation and consultative skills.
• Negotiator - can reach appropriate resolution in many varied situations without damaging internal or external relationships.
• Experience working on global/large complex accounts in multinational environments.

Job Level S4

Education Required

Bachelor’s Degree required, Master’s degree desirable. Professional sales training courses preferred.

Experience Required

We live by values that support our actions every day and in everything we do:

• Do the right thing – by our customers, employees, and shareholders...think long-term, but act with a sense of urgency.
• What we do matters – our work makes a difference in the world.
• We give a damn – about our customers, about what we’re doing, about each other...we’re in this together.
• We are a fun company – building cool products with technical insight that help our customers solve meaningful problems.