Key Account Manager Milano

Key Account Manager
Milano
Lombardia, Milano

The Business Development Manager for Enterprise is a high-performing senior position responsible for locating, defining, negotiating and closing net new enterprise opportunities.

Job description

**FUNCTIONAL RESPONSIBILITIES AND DUTIES

- Be responsible for locating, defining, negotiating, and closing net new enterprise opportunities.

- Prospect for new enterprise accounts (1000+ seats).

- Pursue a "hunter strategy" focused on landing of enterprise accounts and partnerships.

- Search for and participate in RFPs.

- Work closely with LVARs and VARs to identify and pursue net new opportunities.

- Consistently deliver an articulated value proposition for ESET enterprise solutions.

- Meet monthly net new revenue targets.

- Input and track all opportunity and customer details in Salesforce.

- Insert data and manage pipeline and CRM system.

- Utilize available prospecting tools to generate pipeline.

- Maintain excellent business relationships with customers, partners, and various internal teams at all of the ESET offices.

- Provide detailed knowledge of ESET's product portfolio.

- Provide input to strategic account and business development planning.

- Provide accurate forecasting with emphasis on new logo targeting plus long-term sales outlook.

- Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc. ).

- Manage deals on a global scale when appropriate.

- Travel, perform presentations, and work with prospects.

- Perform conceptual, systemic, creative and methodological activities.

- Carry out other tasks according to the instructions of the direct manager in accordance with the activities of the department and the company.

**REQUIREMENTS

**Education**:

- GCSE in Maths and English (or equivalent)

**Experience**:

- 5+ years of working experience in strategic sales and account management

- 5+ years of experience in the computer security industry

- Experience with contracts negotiation and contract management

- Experience of managing pipeline and using a CRM system

- Experience of using available prospecting tools to generate pipeline

- Global work experience - desirable

**Knowledge**:

- In-depth knowledge/understanding of the computer security industry

- Competence and knowledge of RFI/RFP process

- Existing contacts with VARs and LVARs offering cybersecurity solutions

- Intermediate mathematical skills: ability to calculate discounts, interest, commissions, proportions, percentages

- High level of IT proficiency

- Able to read, analyze and interpret legal documents

**Language**:

- English - C2 Proficient

**Communication**:

- Excellent communication skills - both written and verbal

- Strong active listening ability

- Professional and confident manner, able to influence effectively at all levels of an organization, including C-suite

- Able to respond to common inquiries and complaints

- Able to effectively present information to management and other stakeholders

**Managerial skills**:

- Able to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc. )

- Able to set own priorities, manage multiple tasks and work with little/no supervision

- Have a well-organized approach to work planning, time allocation to tasks and a flexible approach to daily routines to deliver desired results

**Personal characteristics**:

- Able to work in a fast-paced, flexible, and passionate sales environment under mínimal supervision

- Energy - able to excite clients about the ESET vision and proposition

- Able to build strong relationships for both the current opportunity as well as the future

- Results-driven and tenacious

- Willingness to learn and develop

- Optimism and drive

- Detail oriented and self-reliant

- High level of inter-personal relationship and excellent written and verbal communication skills

**Leadership**:

- 60% Expert agenda, 40% Leadership and managerial agenda

**MAGNITUDE (AREA OF IMPACT)

- Responsible for achievement of revenue and related targets - both individual and team

**ADDITIONAL INFORMATION

**Travel**:

- Significant travel required to partners and customers, as well as roadshows, trade fairs and exhibitions

**Confidential information**:

- Low

Job requisition

JR-04980 Key Account Manager (Open)

Primary location

Milan

Additional locations

Time type

Full time