Summary
The Key Account Manager is a significant driver of company revenue and growth by managing our largest and most strategic customers within the defined geographical sales territory.
Job description
The Key Account Manager is responsible for maintaining and expanding relationships with our largest and most strategic customers within the defined geographical sales territory. As an experienced sales professional, the KAM leads end-to-end sales processes to grow existing accounts and seeks new opportunities where appropriate.
FUNCTIONAL RESPONSIBILITIES AND DUTIES
* Manage, nurture, and grow strategic relationships with enterprise clients to ensure long-term satisfaction and retention.
* Identify and close renewal, upsell, and cross-sell opportunities within named customer accounts for ESET security software products.
* Perform post-sales activities, including relationship management, addressing client needs, and upselling additional products or services.
* Develop and implement territory and account plans to maximize revenue, manage sales activities, and provide accurate forecasts in CRM.
* Achieve quarterly and annual revenue and quota targets.
* Employ a 'Hunter/Farmer' strategy to expand revenue of existing accounts and acquire new clients where suitable.
* Present and promote the ESET Security vision through product demonstrations, events, and targeted initiatives.
* Manage evaluations, proof of concepts, RFPs, and RFIs for large or global enterprise prospects and customers.
* Establish quarterly business reviews with key accounts to optimize revenue and understand customer objectives.
* Maintain knowledge of ESET’s product portfolio and collaborate with NSPs and VARs to generate new opportunities.
* Coordinate sales activities across teams and shadow experienced colleagues to learn best practices.
* Plan and oversee colleagues' work according to instructions and prioritize tasks to meet objectives.
* Engage in conceptual, systemic, creative, and methodical activities as required.
* Perform other duties as instructed by management, aligned with department and company activities.
REQUIREMENTS
* Education: University degree in Engineering, Business, Finance, Computer Sciences, or equivalent experience.
* Experience: At least 8 years of work experience, including 4-5 years in enterprise settings; 4+ years in field sales or similar quota-driven roles in software/technology; experience in cybersecurity preferred; 6+ years in enterprise technology evangelism, especially SaaS and security technologies.
* Knowledge: Proven ability to lead all sales cycle aspects, uncover and develop new opportunities, and leverage channel partnerships.
* Languages: English (B2 level) and local language.
Personal Characteristics
* Willingness to be coached and disciplined in following sales processes.
* Team-oriented, resourceful, and proactive in face-to-face customer engagement.
* Excellent communication skills, including reading, analyzing legal documents, and presenting to executives.
* Intermediate mathematical skills for calculations related to discounts, interest, and percentages.
* Detail-oriented, self-reliant, adaptable, and quick thinker.
Benefits
* Health insurance, life insurance, employee assistance, pension, Perkbox, free sight tests, sick pay, extra holidays, wellbeing allowance.
* Family benefits including childbirth and marriage allowances, enhanced parental leave.
* Office perks like free parking, drinks, fruit, Friday breakfast, and holiday parties.
* Other benefits such as loyalty awards, referral schemes, cycle-to-work, tech schemes, and hampers.
Primary location
Bournemouth
Additional locations
Not specified
Time type
Full-time
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