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Major Account Manager-New Jersey

Company: Proofpoint
Location: Trenton
Posted on: May 25, 2020

Job Description:

It's fun to work in a company where people truly BELIEVE in what they're doing!

We're committed to bringing passion and customer focus to the business.

Major Account Managers lead Proofpoints sales and account management efforts into the largest, most strategically important commercial enterprises. Proofpoint MAMs are expected to be top flight, consultative, sales professionals that build trusting relationships across multiple business units at F500 companies. The role demands interaction with large scale enterprises at the CISO, CIO and CCO level, as well as with technical staff within each organization.

MAMs are expected to work well with Proofpoint colleagues including; sales engineers, business development reps., renewal account managers, archiving and digital risk sales specialists, professional services & finance associates, product managers and Proofpoint sales management. MAMs must also work well with external reseller and eco-system business partners.

MAMs are entrusted to prudently leverage and direct all Proofpoint resources within their account base.

Day-to-Day Responsibilities

Planning & Preparation


  • Develop and document a comprehensive strategy and set of tactics to maximize Proofpoint sales into each assigned account. These documents include: Account Plans, White Space Heat Maps, Opportunity Plans, and Close Plans. These documents are expected to be refreshed to ensure the information is current, accurate and complete.
  • Prepare and participate in account planning sessions with SE, product specialist and sales management
  • Contribute to educational sessions including weekly Staff Calls, School Days, and Sales Masters Demonstrate a solid understanding of Proofpoint products and services
  • Demonstrate a solid understanding of the information security ecosystem of which Proofpoint is a part and how the combination adds value to each account. Ensure all account information in SalesForce.com is complete, accurate and up-to-date.

    Execution

    • Prospect continually to uncover all opportunities for Proofpoint products and services that may improve the information security posture of each account.
    • Coordinate with the assigned SE to ensure each customer participates in formal Customer Business Review (CBR) and Health Check on a quarterly basis.
    • Strive to build a pipeline of opportunities that is 4x whats needed to achieve quarterly and annual sales quotas.
    • Strive to add a minimum of $750k in new business pipeline each fiscal quarter.
    • Achieve quarterly and annual sales quotas.
    • Participate in weekly 1 on 1 Zoom meetings with the Regional Sales Director
    • Establish strong business relationships at the manager, director and C-Level within each account.
    • Demonstrate well designed and executed solution selling capabilities.
    • Demonstrate ability to orchestrate and deliver strong sales presentations.
    • Coordinate multiple internal and external resources as needed to sell effectively.
    • Forecast the timing and size of sales accurately.
    • Engage Proofpoint resources frequently, including Sales Management, in face-to-face and webinar meetings with accounts and business partners.
    • Communicate frequently, honestly and completely with the Regional Sales Director and others in Proofpoint management.
    • Alert Sales Management of potential problems and opportunities promptly.

      MAMs are competitive and results oriented, possess strong business acumen, maintain a solid business pipeline, deliver accurate forecast to management, close forecasted business, and possess strong verbal and written communication skills.

      #LI-KJ1

      If you like wild growth and working with happy, enthusiastic over-achievers, you'll enjoy your career with us!

Keywords: Proofpoint, Trenton , Major Account Manager-New Jersey, Executive , Trenton, New Jersey

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