Overview
We are seeking a tenacious, creative and highly motivated Commercial Account Manager to further develop an assigned region in Benelux. You will be tasked with converting prospects into sales by differentiating from the competition and working with our channel partners to build and grow a joint Proofpoint business. The role will demand interaction with organisations from SME to Mid Enterprise, typically up to CISO level, as well as with technical staff within the security and IT organisation. You will also work closely with the Sales Engineer team, as well as with partners and leverage the power of corporate resources within your account base. You will manage a portfolio of nominated focus accounts, encompassing a mix of white-space and existing customers. Selling the full Proofpoint Platform, while leveraging all internal resources and our ecosystem of partners to enable continued growth of your account portfolio.
Responsibilities
* Establish influential business relationships at the executive level within organisations up to 2,500 users (cross-vertical focus)
* Focus on hunting for and introducing the full breadth of our security, compliance and information protection platform
* Articulate and promote the company’s value proposition and services to become a trusted advisor within your customer base
* Collaborate with Sales Engineers to organise and deliver compelling product demonstrations and Proof-of-Concepts (POCs) where you’re able to articulate value and differentiation
* Leverage internal resources, including aligned System Engineers, and partner with the Customer Success organisation to plan and review accounts
* Partner with the channel ecosystem to gain access into new accounts
* Deliver operational excellence, including forecast accuracy and pipeline generation progression
* Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace
Qualifications
* Proven track record of over-achieving targets and ability to leverage channel partnerships
* Experienced technology sales professional, ideally selling SaaS solutions to SME and Mid Enterprise markets in the Benelux region
* Growth mindset, desire to continue learning and developing, responds positively to coaching
* Outstanding written and verbal communication skills; able to clearly articulate Proofpoint’s value
* Relentless attention to detail and a high level of activity with executive value selling (CISO, CIO, CMO, etc.)
* Ability to establish executive-level relationships and become a trusted client advisor
* Experience closing complex opportunities in the range of $100k+
* Proven ability to develop a new business pipeline and accurately forecast
* Ability to coordinate multiple resources to execute complex sales strategies
* Familiarity with formal sales playbooks (e.g., MEDDIC, Challenger, TAS, Command of the Message)
* Experience using Salesforce (or equivalent CRM)
* Fluent in Dutch; excellent English required; additional languages are a plus
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