Job Title: Enterprise Account Manager - Africa
Location: Abuja
The Role
The Enterprise Account Manager is responsible for sales
opportunities of the FireEye family of products and services within a defined
list of accounts, you'll be expected to penetrate prospect target accounts for
new business as well as establish and work with partners in the territory .
Specifically, this position is responsible for assessing opportunities,
developing account plans, contract negotiations, and post sales account
management of the assigned Enterprise accounts. The successful EAM is expected
to leverage and partner with the Channel Sales team on lead generation, account
planning and new account development and/or expanding existing accounts.
Further, the EAM is expected to sell the entire FireEye product line and must
effectively represent FireEye’s full suite of products and services using
technical, organizational and customer knowledge to influence customers and
assist them in applying the products/services to their needs, resulting in
revenue generation.
This role requires a deep understanding of the market and
technologies that FireEye 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.
Responsibilities
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 FireEye resources
Responsible for New Business Development via prospecting,
qualifying, selling and closing Software/ hardware solutions / services and
products
Account Plan Development: Working with FireEye’s 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 FireEye’s 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.
Requirements
- 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.
- Extensive experience in enterprise solution sales within IT, ideally computer networking and security, managed services or software
- 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
Additional Qualifications
Outstanding Presentation, Written and Verbal Communication
Skills
How to Apply
Interested persons should click here to apply
Good Luck
