Senior Strategic Account Manager - Cyber Security

Main purpose of the role

To develop accounts working with executive decision-makers to strategically position Performanta products to achieve sales and growth objectives. The role focuses on the headquarters and key buying locations of assigned accounts, while coordinating closely with sales professionals assigned to these customers’ strategic locations. This role will work cross-functionally to partner effectively with Inside Sales, Pre-Sales, Business Development and other key roles to effectively deliver Performanta product value propositions and address customer needs and opportunities.

The Account Manager will leverage existing relationships, while leading the customer account planning process and providing solutions to meet product and business-level needs of the customer.

The role will serve as the internal expert on assigned strategic accounts (top 5 accounts accounting for 80% of key account performance) and work cross-functionally to achieve Performanta business objectives. The Account Manager will spend considerable time to ensure a strong understanding of assigned accounts, their needs, challenges and opportunities, as well as the competitive landscape. The role will ensure that target accounts are thoroughly educated on our value proposition and aware of the key differentiating factors of our business and products.

Reports to VP Sales MEA

Required minimum education and work experience

5+ Years of sales and account management experience (preference for Cyber Security)
Bachelor's degree in relevant field or equivalent work experience

Internal contacts

EXCO Members
MANCO Members
Functional heads

External contacts

Customer contacts

Key performance areas

Strategic account management within the Cyber Security Sector
Relationship development and cross-functional partnering
Self-Management and building the organization

Technical knowledge / competencies

Strong sales and technical know-how
Knowledge of Sales processes
Report writing
Knowledge of the Cyber Security industry and market
Experience in working with Microsoft Security tooling
Experience in working with Microsoft as a partner.

Behavioural competencies

Demonstrated negotiating capacity
Demonstrated fluency in translating Performanta product outcomes and data into customer value
Strong verbal and written communication skills
Project management skills
Proven ability to perform in highly competitive environments
Demonstrated ability to multi-task with high priority varying projects
Innate ability to problem solve and critically think through situations
Commercial acumen
Planning and organizing
Networking and relationship building

The responsibilities contained in this document are not necessarily exhaustive and the employer is entitled to instruct the employee to carry out additional duties or responsibilities which may fall reasonably within the ambit of the position profile or in accordance with operational requirements.

Description of key performance areas

Strategic account management

Influence executive decision-makers within top assigned Performanta customer accounts by developing and maintaining business relationships to ensure sales success for Performanta products.
Lead Performanta effort to establish Performanta as partner of choice on internal processes and protocols of customer to ensure appropriate and sustained application of Performanta products based on the needs of our customers.
Maintain and build comprehensive understanding of key Performanta accounts, their business models and their business needs and align the cross-functional team members on the customers’ needs, account objectives and the resulting action plan.
Develop and implement customer level business plans.
Lead the implementation and management of internal key account management systems – conduct weekly briefings on account activity with cross functional team.
Effectively communicate Performanta value proposition and present supporting information for the utilization of Performanta products.
Support, and as required lead, an international, multifunctional team to develop a set of Performanta preferred terms for agreement.
Calculate and manage customer lifetime value in close collaboration with Business Development Managers.
Add value to service:
- Deliver consistent high level of service to top accounts.
- Proactive in identifying and managing issues and challenges with accounts.

Relationship development and cross-functional partnering

Build relationships with internal support functions in target accounts and facilitate relationship-building between customers and Performanta key functional areas.
Strengthen relationships with the Performanta functions to ensure the ready availability of expert support for evaluations, to appropriately achieve business objectives and meet customer needs.
Work in collaboration with business customers to understand their collaboration and business needs.
Partner with business analytics to conduct account market analysis, account strategy and prioritization on Performanta top 5 accounts.
Align pull-through activities with the sales management team to maximize impact.
Monitor and maintain a high level of awareness and understanding of industry trends and the market.
Manage internal stakeholders - Update all stakeholders as necessary on progress of deals.
Mentor and coach junior Account Managers in their delivery of account management outcomes and performance.

Job Types: Full-time, Permanent

Pay: R100000,00 per month

Application Question(s):

Do you have experience working with Microsoft as a Partner?
Do you have experience working in sales within the Cyber Security Industry?
Do you have experience in strategic account management within both the government and private sector?
How many years of experience do you have working with or for an MSSP?

Experience:

Cyber Security Industry: 4 years (Required)
Microsoft Security Tooling: 4 years (Required)

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Performanta Group

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