Enterprise Account Manager

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 26 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world.

Today our team has more than 5 000 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats.

Join us to become part of an exceptional team, while remaining yourself and using your skills to keep us growing and evolving!

Enterprise Account Manager (EAM) represents Kaspersky in the enterprise customer segment which are accounts with more than 1,000 users. This person will need to grow the enterprise segment with direct engagement of enterprise customers and clear communication of the Company’s vision and strategy. This includes working closely with partners and distributors to complement the growth and coverage of the enterprise customers to ultimately achieve set targets.

Main responsibilities

Enterprise Selling

• Achieve quarterly and annual set targets from selling of enterprise solutions.
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue.
• Develop contacts with enterprise customers into leads and work through the entire sales cycle.
• Articulate the value of our enterprise products/services to executive level within each customer’s organization structure.
• Identify, develop and anchor a compelling value proposition to prospective customers in the large enterprise segment
• Position Kaspersky’s specialized services such as cyber security training, threat intelligence services, Anti APT, etc. to large enterprises.
• Prepare and present proposals and product information to prospects
• Funnel reporting and updates using CRM system
• Work in close connection with Partner / Partner Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator.
• Independently driving the entire sales cycle for customer acquisition
• Stay updated with the competitive landscape and latest trends in the security market.
• Work as a trusted consultant for enterprises to anchor Kaspersky products & services as their preferred choice
• Lead the process of timely response to RFP’s working closely with partners & colleagues.
• Present Kaspersky Portfolio of product & services at field events such as conferences, seminars, etc.
• Convey customer requirements to Product Management teams on a regular basis
• Coordinate with global and regional sales team.

Requirements

• Degree in Marketing, Management, Business Administration or equivalent
• 7+ years direct account management in IT Security/IT Sales in handling large accounts
• Strong, documented track record of achievement against quota
• Should have past history of presentations to large corporates
• Current contacts / relationships at CxO level in large accounts

Knowledge, skills and abilities

• New business hunter and a proactive go-getter with a winning mentality
• Excellent communication and presentation skills
• Reasonable level of technical proficiency
• Experience in working with Security solutions is an advantage;
• Highly developed social skills and ability to manage relationships at all levels
• Strong partner relationship management;
• Target-driven and result-focused
• Good time management skills
• Strong business and executive level sales acumen
• Strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels
• Able to work under pressure, multi-tasking and meet deadlines