Enterprise Account Manager - Cloud Security

About the role

Skyhigh Security, a cloud-based security company offering Zero Trust solutions, is looking for an Enterprise Account Manager in Bangalore (also listed as Mumbai). The role drives net new sales and incremental bookings of existing accounts for its suite of security products, solutions and services within the assigned territory, requiring deep knowledge of security technologies and competitors.

Key responsibilities

• Create a prospecting strategy to identify potential customers, build relationships and the sales pipeline, and present and negotiate contracts to meet quarterly sales quotas.
• Analyze customer environments, scope requirements and work with technical resources to close deals.
• Drive proof-of-concept (POC) and proof-of-value (POV) engagements with customers.
• Upsell and cross-sell Skyhigh Security products and solutions.
• Generate demand with channel partners, resellers and end users, and develop relationships with channel and service partners.
• Present to multiple levels of an account, including CISO, key stakeholders and board members, and develop account and opportunity plans.
• Maintain customer satisfaction and build relationships with internal stakeholders.

Required profile

• 5-15 years of experience in a quota-carrying sales role in security or other disruptive technology sectors (e.g. AI/ML), with strong relationships with CISOs and customer stakeholders.
• Track record of generating direct sales opportunities, building pipelines and achieving quarterly sales quotas.
• Ability to manage the sales process (MEDDPICC) and negotiate contracts, and to build C-level relationships in complex organizations.
• Experience engaging presales and professional services teams at POC and POV stages.
• Strong relationships with channel partners and system integrators.
• Excellent presentation skills and a results-oriented, startup mindset.

Required skills

• Working knowledge of Salesforce and Clari (3-5 years).
• Consultative sales methodology, preferably MEDDPICC.
• Cyber security, account management, consultative selling, business planning, forecasting and negotiation.

What we offer

• Flexible work hours and family-friendly benefits.
• Retirement plans, medical, dental and vision coverage, and paid time off.
• Paid parental leave and support for community involvement.