Our client is one of the market leader in the security space
The Account Manager is responsible to meet their assigned quota by selling to new and existing customers in their assigned territory.
Penetration of specified geographical region to identify and drive sales of the Privileged Account Security Solution.
Manage full sales cycle of all deals in their region, both direct and indirect deals, including setting up and presenting in local seminars, following up on incoming or self- generated leads, performing product demos, answering industry, company and technical questions, negotiating terms and prices, and closing deals.
Generate leads by scheduling and presenting in local seminars
Driving new businesses from new and existing commercial targets in the South China region.
Targeting and penetrating at the CXO level, auditor and practitioner/IT level of these organizations
Identification, cultivation and formalization of relationships with key partners and 3rd parties involved in the advising on, and selling of information security solutions to enterprise organizations
Follow up on incoming leads, schedule and present in remote or onsite meetings
Demonstrate the product’s capabilities, present the architecture and answer any technical questions
Work with local VARs: transfer knowledge and motivate their management and account executives; perform mutual marketing events
Follow up continuously on all potential sales processes to advance them towards closing
Negotiate terms/pricing and close deals
Attend bi-weekly meetings with the territory presales (SE) and Professional Services Engineers to assess the status of all existing accounts, and to expedite the rollout and up-sale/cross-sale processes
Schedule remote or onsite product evaluations performed by the territory SE
At least 6-10 years experience as an enterprise software sales executive in South China region - security experience is preferred
Extensive and proven experience working with leading enterprises in China especially for the FSI sector
Experienced in working with channel partners has a good understanding of the partner landscape.
Track record of success in identifying, cultivating and closing deals more than $100k.
Ability to conduct executive level presentations and ‘issue oriented’ educational seminars
Demonstrated ability to coordinate, navigate and motivate the range of internal and external influencers in enterprises to select and implement information security solutions
Ability to conduct technical presentations, as needed