Named Account Manager - Mid Market -NY
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What you'll do
- Manage up to 35 mid-market named accounts with a mix of whitespace and existing customers, and work with our partner community to gain access to whitespace accounts while upselling and cross-selling existing customers
- Sell the entire Proofpoint Platform while working closely with internal and external ecosystem partners
- Develop account plans for your named accounts and identify add-on opportunities for the incumbent book of business
- Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition
- Consistent track record of overachievement
- High level of weekly activity with customers and partners
- Continued engagement with existing accounts
- Meet and exceed revenue expectations
- Maintain an active account plan
- Deliver quarterly Customer Business Review
- Secure the renewals and educate on the Proofpoint Roadmap
- Continued education, i.e., roadmap, new solutions, integrations, and industry news and developments
What they're looking for
- Develop and execute the path to plan with a focus on Forecast accuracy and SFDC hygiene
- Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasizing executive selling (CISO, CIO, CMO, etc.)
- Strong presentation skills and technical understanding of cybersecurity
- High sales activity, i.e., 6-10 customer and partner meetings per week, 6 hours of dedicated prospecting hours per week. Ability to both prospect and close business
- Minimum 3-5 years of field sales experience selling complex cybersecurity solutions (or related fields) and managing midmarket accounts
- Demonstrable track record of success
- Experience working with Channel Partners and selling via the two-tier distribution
- A track record of developing complex, multi-product/multiyear proposals
- Engaging presentations focused on customer need while delivering overall solution value
- Ability to identify customer business drivers
- Use case/business value selling
- Ability to quarterback a multitude of internal and external resources while being in tune with the different personalities and competing priorities
Summarised by NextRaise from the employer’s description, which follows in full below.
Full description from employer
About Us:
Proofpoint is a global leader in human- and agent-centric cybersecurity. We protect how people, data, and AI agents connect across email, cloud, and collaboration tools. Over 80 of the Fortune 100, 10,000 large enterprises, and millions of smaller organizations trust Proofpoint to stop threats, prevent data loss, and build resilience across their people and AI workflows. Our mission is simple: safeguard the digital world and empower people to work securely and confidently. Join us in our pursuit to defend data and protect people.
How We Work:
At Proofpoint you’ll be part of a global team that breaks barriers to redefine cybersecurity guided by our BRAVE core values:
Bold in how we dream and innovate
Responsive to feedback, challenges and opportunities
Accountable for results and best in class outcomes
Visionary in future focused problem-solving
Exceptional in execution and impact
The Role and the Team
Department Overview:
• Proofpoint is looking for a high-performing sales professional to join their Named Account team, selling to Enterprise accounts, i.e., 2,500 mailboxes to approx. 6,000 mailboxes.
• If you want to join a high-performing, collaborative team with a track record of success, this is the team for you! Proofpoint provides opportunities for networking, ongoing professional education, and career growth.
Role Overview:
Manage up to 35 mid-market named accounts with a mix of whitespace and existing customers, and work with our partner community to gain access to whitespace accounts while upselling and cross-selling existing customers. Sell the entire Proofpoint Platform while working closely with internal and external ecosystem partners. In this role, you can expand the Proofpoint footprint and market leadership while protecting our customers from advanced threats and targeted attacks. The Named Account Manager-Midmarket role reports to the Named Account Sales Director.
Develop account plans for your named accounts and identify add-on opportunities for the incumbent book of business. Become a subject matter expert on the value the Proofpoint platform delivers and how we stack against the competition.
*Candidate must reside in NY, Norther NJ, or Southern CT.
Expectations:
- Consistent track record of overachievement
- High level of weekly activity with customers and partners
- Continued engagement with existing accounts
- Meet and exceed revenue expectations
- Maintain an active account plan
- Deliver quarterly Customer Business Review
- Secure the renewals and educate on the Proofpoint Roadmap
- Continued education, i.e., roadmap, new solutions, integrations, and industry news and developments
- Deliver accurate forecasts while maintaining a clean and clear Salesforce reporting
- Be a team player and add to the overall success of the team through result-driven activity
Job Requirements
The What:
- Develop and execute the path to plan with a focus on Forecast accuracy and SFDC hygiene
- Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasizing executive selling (CISO, CIO, CMO, etc.)
- Strong presentation skills and technical understanding of cybersecurity
- High sales activity, i.e., 6-10 customer and partner meetings per week, 6 hours of dedicated prospecting hours per week. Ability to both prospect and close business
The How:
- Minimum 3-5 years of field sales experience selling complex cybersecurity solutions (or related fields) and managing midmarket accounts.
- Demonstrable track record of success
- Experience working with Channel Partners and selling via the two-tier distribution
- A track record of developing complex, multi-product/multiyear proposals
- Engaging presentations focused on customer need while delivering overall solution value
- Ability to identify customer business drivers
- Use case/business value selling
- Ability to quarterback a multitude of internal and external resources while being in tune with the different personalities and competing priorities
Why Proofpoint?
At Proofpoint, we believe that an exceptional career experience includes a comprehensive compensation and benefits package. Here are just a few reasons you’ll love working with us:
Competitive compensation
Comprehensive benefits
Career success on your terms
Flexible work environment
Annual wellness and community outreach days
Always on recognition for your contributions
Global collaboration and networking opportunities
Our Culture:
Our culture is rooted in values that inspire belonging, empower purpose and drive success-every day, for everyone.
We encourage applications from individuals of all backgrounds, experiences, and perspectives. If you need accommodation during the application or interview process, please reach out to accessibility@proofpoint.com.
How to Apply
Interested? Submit your application along with any supporting information- we can’t wait to hear from you!
Company
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