Regional Account Manager

Responsibilities include driving and growing business within a defined account/territory in conjunction with specific channel partners. Establish influential business relationships at the executive level within organisations between 750 to 2,500 users through face-to-face and online meetings.

Key tasks involve:

• Channel account mapping, implementing and driving joint marketing activities through agreed partners and boosting enablement.
• Hunting new accounts as well as expanding our presence with existing customers by introducing them to the full breadth of our security, compliance and information protection platform.
• Partnering with the channel ecosystem to gain access into new accounts and orchestrate add-on and upsell sales motions through channel partners.
• Articulating and promoting the company’s value proposition and services to become a trusted advisor within your customer base and channel partners/distributors.
• Collaborating with Sales Engineers to organise and deliver compelling product demonstrations and Proof-of-Concepts (POCs).
• Leveraging all internal resources, including aligned System Engineers, to prepare action-oriented account strategies and plans.
• Partnering with the Customer Success organisation, contributing to Customer Business Reviews.
• Delivering operational excellence, including forecast accuracy and pipeline generation progression.
• Maintaining up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace.

Qualifications include:

• Proven track record of over-achieving targets and capacity to leverage channel partnerships.
• Experienced technology sales professional, ideally having sold SaaS solutions to the SME and Mid Enterprise markets in the UK.
• Growth mindset, desire to continue learning and developing, responds positively to coaching.
• Outstanding written and verbal communication skills, able to clearly articulate Proofpoint’s value.
• Relentless attention to detail and a never-give-up attitude with a high level of activity, emphasising executive value selling.
• Ability to establish business relationships at the executive level and become a trusted client advisor.
• Experience of closing complex opportunities in the range of $100k+.
• Proven ability to develop a new business pipeline and accurately forecast.
• Previous or current vendor experience is highly advantageous.
• Ability to coordinate multiple resources to execute complex sales strategies.
• Familiarity with a formal sales playbook methodology e.g. MEDDIC, Challenger, TAS, Command of the Message.
• Experience of using Salesforce (or equivalent CRM tool) is preferred.
• Fluent English language essential; any additional languages are a plus.