Senior Account Manager
Senior Account Manager
We are the industry leader in Information Extraction and Deep Packet Inspection technologies. The company’s products, composed of software modules and appliances, enable real-time detection and extraction of business-critical information traveling over IP networks. Based on unique patented technology, they recognize and classify an ever-increasing number of IP protocols and applications, and extract valuable content from information flows with unrivalled accuracy and reliability, to provide in-depth analysis of network traffic and nurture the creation of smarter applications.
Region: Americas
Division: Sales
Office Location: Bay Area
Reporting to: VP Americas
Position: Senior Account Manager
Required Start Date: Q3 2011
Contract: Permanent
Position Summary and Primary Objectives
The primary role of this position is to realize growth of profitable revenues for by planning and carrying out sales activities in the Western United States
The sales activities should be targeted at selling Products and Services to North America’s accounts (Software & Solution Vendors, System Integrators, and Network Equipment Manufacturers).
The company addresses final customers (ISP, Enterprises, Government) through indirect channels (System Integrators, Software & Solution Vendors) but in some specific cases might sale direct to some key major accounts (ex. Government Agencies).
Whenever necessary in the selling process, the account manager will have the support of the Pre Sales Engineer team.
Main Duties / Key Accountabilities
Plan, prioritize and optimize sales activities for customers and prospects towards achieving booking and revenue targets.
Develop the business with the current accounts (Systems Integrators, NEM, Software and Solution Vendors) by defining joint action plans to detect new leads and giving adequate support in the sales process :
- Lead detection : direct touch to final customers (Government, ISP, Enterprises)
- Respond to and follow up sales enquiries, RFI/RFQ, quotations
- Joint -meeting with our partners at final customers
Identify and prospect new accounts (Systems Integrators, NEM, Software and Solution Vendors)
- Define joint value proposition to end customers (Governments, Service Providers, and Enterprises).
- Plan, prioritize and optimize sales activities for customers and prospects towards achieving booking and revenue targets.
- Negotiate partnership agreements
Be the main customer interface and thus coordinate the internal different departments’ involved in the selling process (pre-sales, marketing, R&D)
Monitor and report sales activity under his responsibility using our internal tools (Sales force)
Provide systematic market feedback on the addressed business segments in order to continuously enhance our value proposition (Strategic Review).
Understand the industry competitive landscape.
Key figures and objectives
Annual Revenue objectives
Quarterly qualitative/quantitative objectives (MBO)
Education, Training and Experience
- Bachelor’s degree or equivalent with at least 10 years experience in related field (sales, pre-sales)
- Engineering Degree in Computer Science or Electrical Engineering is a plus.
- Master Degree in Computer Science or Electrical Engineering is a plus.
- Proven track record in indirect / OEM sales and / or business development.
- Practical experience in selling highly technical products and solutions.
- Ideally experience in the Government / Defense / security markets.
- Strong technical background in telecommunications / IT (protocols, network architecture, IP services, etc…)
- Knowledge of the telecommunication industry (Service Providers, Network Equipment Manufacturers, ISV, System Integrators, etc.)
- Ability to achieve sales objectives.
- Ability to sign OEM / distribution agreements with new accounts.
- Quality of the sales reporting
- Quality of the market feedbacks
- Customer satisfaction
- Capacity to interact effectively with the other departments of our company.
Competencies
Attributes and Skills Required
- Strong interpersonal skills: ability to work with multiple departments (within our company or customer organization).
- Result oriented (deal closing); “hands on” mindset
- Self starter, pro-active, highly motivated, team player, enthusiastic, hard working.
- Strong verbal and written communication skills
- Strong organizational skills
- Flexible, capacity to work in a small and rapidly evolving organisation.
- Must be willing to travel
