Enterprise Account Manager

3 semanas atrás

Rio de Janeiro, Rio de Janeiro, Brasil Kaspersky Tempo inteiro

Kaspersky has been protecting individuals and corporate clients all over the world from cyber threats for 26 years. We have 400 million unique users, 270 000 corporate clients, 517 products, 1100 technological patents and 34 offices around the world.

Today our team has more than 5 000 top level experts, all of them regular people with their own talents and hobbies. Together we protect the world from cyber threats.

Join us to become part of an exceptional team, while remaining yourself and using your skills to keep us growing and evolving

The Enterprise Account Manager (EAM) represents Kaspersky in the enterprise customer segment, which includes accounts with more than 1,000 users. This role is responsible for growing the enterprise segment by directly engaging with enterprise customers and effectively communicating the company's vision and strategy. The EAM will work closely with partners and distributors to support the growth and coverage of enterprise customers, ultimately achieving set targets.

Key Responsibilities:

  • Achieve quarterly and annual sales targets for enterprise solutions;
  • Establish and maintain C-level relationships to build a qualified pipeline and drive revenue;
  • Convert enterprise contacts into leads and manage end-to-end sales cycles;
  • Articulate the value of Kaspersky's enterprise solutions to C-level stakeholders;
  • Develop and anchor customized value propositions for large enterprise prospects;
  • Position Kaspersky's specialized services (e.g., cybersecurity training, threat intelligence, Anti-APT) to enterprise clients;
  • Prepare and deliver proposals, presentations, and product briefings to prospects.
  • Maintain accurate funnel reporting and CRM updates;
  • Collaborate with Partner Account Managers to secure deals through resellers/system integrators;
  • Own the full sales cycle for new customer acquisition;
  • Monitor the competitive landscape and cybersecurity market trends;
  • Serve as a trusted advisor, promoting Kaspersky as the preferred cybersecurity partner;
  • Lead RFP responses in coordination with partners and internal teams;
  • Represent Kaspersky's portfolio at industry events, conferences, and seminars;
  • Relay customer feedback and requirements to Product Management;
  • Align with global and regional sales teams to ensure consistency.

Requirements:

  • 5+ years of direct account management in IT Security/IT Sales, with a focus on large enterprise accounts;
  • Proven track record of consistently meeting or exceeding sales quotas;
  • Experience delivering high-impact presentations;
  • Established CxO-level relationships within large enterprises;
  • Bachelor's degree in Marketing, Business Administration, Management, or related field.

Knowledge, Skills, and Abilities:

  • Proactive, driven, and strategic in new business acquisition;
  • Strong presentation and negotiation skills;
  • Working knowledge of cybersecurity solutions is a plus;
  • Target-driven with a focus on revenue growth;
  • Deep understanding of enterprise sales cycles and security trends;
  • Ability to prioritize and execute in fast-paced environments.

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