What We Will Do For You:
Expose you to some of the most exciting and cutting edge techniques to find evil
Training and continuous coaching and mentoring to grow your technical and professional skills like no one else
Work with a team of brilliant people that you can learn from and build lasting relationships with
Develop an understanding of your aspirations and provide opportunities that we believe will get you there
Inspiration to stretch your performance by allowing you to tackle seemingly impossible problems
Encouragement challenge the status quo, think creatively, and innovate –make us better
An environment of trust and camaraderie, where you can speak freely about your ideas
A platform from which you can make a real impact against the bad guys
Develop an understanding of, and be flexible to, your needs and provide a fantastic benefits package
What You Can Do For Us:
Come up with ways to do things faster, better and more effectively while maintaining a laser focus on quality
Be fanatical about delighting our customers
Be honest, transparent and genuine with our customers and your peers
Make sure you have fun – lots of it
Help us protect the world
Work hard, but smart; balance your work and life
This role requires a deep understanding of the technologies that sells, including our business/industry, our competitors
and the ability to use this knowledge to plan for the future. The successful EAM drives a superior customer experience
by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota.
Additionally, the EAM must demonstrate success in the following areas:
Opportunity Assessment: Personally oversee and be the primary point－of－contact for named Enterprise accounts.
Key deliverable: Value－add product, maintenance, and services opportunities are clearly identified and validated with
partners and other resources.
Account Plan Development: Working with Partner and Channel resources, the successful EAM will develop and prepare
an actionable strategic sales plan for top accounts with the largest sales opportunities. Key deliverable: Clearly
documented strategic sales and account plans, including short and long－term goals and actions for each named
account and associated requirements for team members throughout sales cycle.
Contract Negotiations: Participate in contract negotiations for named accounts. Key deliverable: Financially sound
and resource supported contracts that are clearly aligned with financial objectives while delivering value－added
products, maintenance, and services to meet customer requirements.
Post Sale Management: Maintain awareness and status of all key contractual obligations within an assigned list of
accounts, facilitating customer meetings and communications regarding deliverables where necessary. Key deliverable:
Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to
account team members and/or key customer sponsor. Effectively matrix－manages cross functional areas to achieve
a high level of customer service.
What You Bring With You:
8 – 10 years in sales management experience with customers of varied account sizes, with strong focus in government
Ability to successfully complete solo sales meetings and presentations, with little or no supervision at the highest level
of an organization
Understand the sales process, with acute listening and sales skills
Ability to clearly articulate issues and concerns to management and support
Excellent business writing and presentation skills
Instinctive understanding of customer service and satisfaction, with ability to manage both
Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e.
Support, Systems Engineering, and Professional Services, to ensure consistency in the planning and implementation of
high value solutions.
Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational
and project management skills to manage customer needs and drives issues to resolution; the EAM must also effectively
matrix－manage cross functional areas to deliver total solutions based on regional requirements.
Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans,
ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the
effective delivery of account plan activities.
Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models
and value proposition strategies to product stakeholders.
Maintain and ensure the accuracy and consistency of all sales data across all sales systems
Consistently demonstrate strong product knowledge and ability to articulate our value proposition.