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Enterprise Account Manager

ID: JR0029333

US, Connecticut, Hartford

Job Title:

Enterprise Account Manager

Role Overview:

The Enterprise Account Manager (EAM) is responsible for sales opportunities of the Trellix family of products within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts. The successful EAM is expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the EAM is expected to sell the entire Trellix product line and must effectively represent Trellix’s full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.

The Enterprise Account Manager (EAM) is responsible for sales opportunities of the Trellix family of products within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post sales account management of the assigned Enterprise accounts.   The successful EAM is expected to leverage and partner with the Channel Sales team on lead generation, account planning and new account development and/or expanding existing accounts. Further, the EAM is expected to sell the entire Trellix product line and must effectively represent Trellix’s full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products/services to their needs, resulting in revenue generation.

Responsibilities:
This role requires a deep understanding of the market and technologies that Trellix sells, including our business/industry, our competitors and the ability to use this knowledge to plan for the future. The successful EAM drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota. Additionally, the EAM must demonstrate success in the following areas:

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.   

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 sales cycle.

Contract Negotiations:  Participate in contract negotiations for named accounts.  Key deliverable:  Financially sound and resource supported contracts that are clearly aligned with FireEye’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.

**This position is paid (in part) on a commission basis. The Base Pay Range is $126,000- 180,000. The On Target Earnings 252,000- 360,000 Range (base pay plus on target commission) is Actual base pay within the Base Pay Range and actual OTE within the OTE Range will depend on varying circumstances, including the work location, individual qualifications, company budget and other operational business needs. Compensation may also include long-term incentives, subject to various metrics and company policy.

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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