#JR466322
new account development and/or expanding existing accounts through business to business sales of Forcepoint software licensing, appliances and services to accounts
Working with the Regional Director, develop and implement specific customer accounts and opportunity plans in support of company goals and quota objectives
Effectively engage sales resources: SE, Channel, Solutions Sales teams and Executives on the development and implementation of customer account plans
Use the CRM system effectively, responsible for the development, management and closure of forecasted opportunities
Manage and drive revenue through complex, multiple go-to-market strategies
Execute complex sales and effectively manage the sales process and activities
Manage approximately 50 large accounts
Meet or exceed sales quota
Interface to negotiate and exchange information with all levels of management
What we are looking for:
Proven enterprise sales experience
Extensive and proven Cyber Security Enterprise Field Sales, including not limited to, Cloud Security - Network Security - Data & Insider Threat software Sales experience
Relationship management and new business sales experience
Experience of managing, growing and taking ownership of accounts
Previous success working with Fortune 1000 companies
A proven sales background of consistent achievement against quota
Has existing executive relationships at 50% or more of the named accounts for this role
Proven capabilities and methodology to prospect into and drive business in new accounts where they do not have existing relationships
Has strong command of the sale and understands how to navigate customer processes
Able to influence customer's required capabilities/requirements during discovery questions
Consistently finds new ways to expand account footprint, make new connections and build business
Mastery of C-Level conversations and interactions
Effectively maps C-Level conversations with customers to uncover and/or "rep driven" customer's business needs and ability to articulate those needs in the voice of the customer at all levels throughout the customer audiences, tailoring messaging as needed.
Maintains updated customer facing business review decks, with customizable versions to suit different audiences
Builds trust through accountability and relationship development internally and externally
Proactively works with clients to create references
Proficient in meeting with and presenting to C-level / executive level contacts within customers' accounts
Successful track record of working with the Channel as well as developing business directly
Competent trend spotter who is able to bring those trends back to Forcepoint
Able to articulate the business needs of the customer internally and externally
Able to effectively partner and engage with internal and external sales resources at all levels to include leveraging, motivating and managing them through a successful complex sales strategy
Proactively keeps FP sales leadership informed of positive trends at the customer as well as getting ahead of potential challenges
Identifies learning opportunities for the Forcepoint team and proactively helps with the creation and delivery of enablement
Experience of working across various vertical markets
Good analytical and forecasting skills
Don't meet every single qualification? Studies show people are hesitant to apply if they don't meet all requirements listed in a job posting. Forcepoint is focused on building an inclusive and diverse workplace - so if there is something slightly different about your previous experience, but it otherwise aligns and you're excited about this role, we encourage you to apply. You could be a great candidate for this or other roles on our team.
The policy of Forcepoint is to provide equal employment opportunities to all applicants and employees without regard to race, color, creed, religion, sex, sexual orientation, gender identity, marital status, citizenship status, age, national origin, ancestry, disability, veteran status, or any other legally protected status and to affirmatively seek to advance the principles of equal employment opportunity.
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