Regional Account Manager

3 days ago

Riyadh, Ar Riyāḑ, Saudi Arabia Proofpoint Full time

Bachelor of Business Administration (Management)

Nationality: Any Nationality

Vacancy: 1 Vacancy

The Role

We are seeking a tenacious, creative and highly motivated Regional Account Manager to further develop an assigned region in the Kingdom of Saudi Arabia. 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 750 users to 2,500 users and typically up to CISO level, as well as with technical staff within the security and IT organisation. You will also work closely with the Sales Engineer team, as well as with partners and leverage the power of corporate resources within your account base.

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. In this role you will be able to expand the Proofpoint footprint, ensuring your customers are effectively protected from advanced threats and targeted attacks.

  • Driving and growing business within this 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 Saudi Arabia.
  • 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 emphasizing 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.
  • 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).
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