Major Account Manager
hace 3 días
**_Job Title:_**
Major Account Manager
**_ Role Overview:_**
The Major Account Manager is responsible for sales opportunities of the Trellix family of products and services within a defined list of accounts, you’ll be expected to penetrate prospect target accounts for new business as well as establish and work with partners in the territory.
Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts.
**Responsibilities**:
Opportunity Assessment: Personally, oversee and be the primary point-of-contact for named Enterprise accounts.
Key deliverable: Value-add product, maintenance, and services opportunities are clearly identified and validated with partners and other Trellix resources
Responsible for New Business Development via prospecting, qualifying, selling and closing Software/ hardware solutions/services and products.
Account Plan Development: Working with Trellix’s Partner and Channel resources, the successful EAM will develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities.
Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout the sales cycle.
Contract Negotiations: Participate in contract negotiations for named accounts. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with Trellix’s financial objectives while delivering value-added products, maintenance, and services to meet customer requirements.
Post-Sale Management: Maintain awareness and status of all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary.
Key deliverable: Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to account team members and/or key customer sponsor.
Effectively matrix-manages cross-functional areas to achieve a high level of customer service. Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of high-value solutions. Extensive experience in enterprise solution sales within IT, ideally computer networking and security, managed services or software.
Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively matrix-manage cross-functional areas to deliver total solutions based on regional requirements.
Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.
Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models and value proposition strategies to product stakeholders.
Maintain and ensure the accuracy and consistency of all sales data across all sales systems.
Consistently demonstrate strong product knowledge and ability to articulate our value proposition.
**_Company Benefits and Perks:_**
We work hard to embrace diversity and inclusion and encourage everyone to bring their authentic selves to work every day. We offer a variety of social programs, flexible work hours and family-friendly benefits to all of our employees.
- Pension and Retirement Plans
- Medical, Dental and Vision Coverage
- Paid Time Off
- Paid Parental Leave
- Support for Community Involvement
We're serious about our commitment to diversity which is why we prohibit discrimination based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.
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