Enterprise Account Manager

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.

Main responsibilities: 

• Achieve quarterly and annual set targets from enterprises of 1000+ users Establish and maintain executive level relationships to create a qualified pipeline and drive revenue;
• Develop contacts with assigned customers and work through the entire sales cycle;
• Articulate the value of our product/service to higher level within customer organization;
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment;
• Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises;
• Supply proposals and product information to prospects;
• Funnel reporting and updates using SalesForce;
• Work in close connection with Partner / Channel 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 competitive landscape and latest trends in the security market;
• Work as a trusted consultant for customers to get Kaspersky products & services empanelled as their preferred choice;
• Lead the process of timely response to RFP’s, along 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 the regular basis

Main requirements:

• Higher education;
• 5+ years direct account management in IT Sales in handling large;
• Strong, documented track record of achievement against quota;
• New business hunter and a proactive go-getter with a winning mentality;
• Excellent communication and presentation skills;
• Highly developed social skills and ability to manage relationships at all levels;
• Target-driven and result-focused;
• Good time management skills;
• 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;
• English: intermediate and higher

The hiring process for this position looks as follows:

1) Resume review (1–3 business days)

2) Introductory call with Recruiter (30 min)

3) Interview with Hiring Manager (60 min)

4) Final interview (optional)

5) Offer & reference check

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