Regional Account Manager, UK (Bristol)

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Corporate Overview

Proofpoint is a leading cybersecurity company protecting organisations’ greatest assets and biggest risks vulnerabilities in people. With an integrated suite of cloud-based solutions, Proofpoint helps companies around the world stop targeted threats, safeguard their data, and make their users more resilient against cyber attacks. Leading organisations of all sizes, including more than half of the Fortune 1000, rely on Proofpoint for people-centric security and compliance solutions mitigating their most critical risks across email, the cloud, social media, and the web.

The Role

We are seeking a tenacious, creative and highly motivated Regional Account Manager to further develop an assigned region in the UK. You will be tasked with converting prospects into sales by differentiating from the competition and working with our channel partners to build and grow a joint Proofpoint business. The role will demand interaction with organisations from SME to large Enterprise (dependent on region), typically up to CISO level, as well as with technical staff within the security and IT organisation.

You will manage a portfolio of nominated focus accounts, encompassing a mix of white-space and existing customers. Selling the full Proofpoint Platform, while leveraging all internal resources and our ecosystem of partners to enable continued growth of your account portfolio.

Your day-to-day

• Driving and growing business within a specific geographical region in conjunction with specific channel partners for that region.
• Establish influential business relationships at the executive level within organisations between 750 to 2,500 users (cross-vertical focus) through face-to-face and online meetings.
• 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.
• Partner with the channel ecosystem to gain access into new accounts as well as orchestrate add-on and upsell sales motions through channel partners to ensure customers are aware and work towards being fully protected by Proofpoint.
• Articulate and promote the company’s value proposition and services to become a trusted advisor within your customer base and channel partners/distributors.
• Collaborate with Sales Engineers to organise and deliver compelling and flawless product demonstrations and Proof-of-Concepts (POCs) where you’re able to articulate value and differentiation.
• Leverage all internal resources, including aligned System Engineers to prepare action-oriented account strategies and plans.
• Partner with the Customer Success organisation, contributing to Customer Business Reviews.
• Deliver operational excellence, to include forecast accuracy and pipeline generation progression.
• Maintain up-to-date knowledge of Proofpoint’s competitive positioning in the marketplace.

What You Bring To The Team

• Proven track record of over-achieving targets, and capacity to leverage channel partnerships.
• Experienced technology sales professional, ideally you will have 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 and be able to clearly and effectively articulate Proofpoint’s value.
• Relentless attention to detail and never-give-up attitude with a high level of activity, i.e., customer and partner meetings emphasising executive value selling (CISO, CIO, CMO, etc.).
• Ability to establish business relationships at the executive level, and ability to 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 and background is highly advantageous.
• Ability to coordinate multiple resources to execute complex sales strategies.
• Ideally you will be familiar with a formal sales playbook methodology e.g. MEDDIC, Challenger, TAS, Command of the Message.
• Preferably you’ll have experience of using Salesforce (or equivalent CRM tool).
• Fluent English language essential. Any additional languages are a plus.

Why Proofpoint

• Supportive leadership; an inclusive and employee centric culture.
• Award winning and market leading technology.
• We invest in our sales teams, and your career, through world-class leadership & enablement programs.

Protecting people is at the heart of our award-winning cybersecurity solutions, and the people who work here are the key to our success. We’re a customer-focused and driven-to-win organisation with leading-edge products. We are an inclusive, diverse, multinational company that believes in culture fit, but more importantly ‘culture-add’, and we strongly encourage people from all walks of life to apply.

If you like wild growth and working with happy, enthusiastic over-achievers, you’ll enjoy your career with us!