Enterprise Sales Account Manager

Responsibilities

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
• Exude excellence
• Make sure you have fun – lots of it
• Help us protect the world
• Work hard, but smart; balance your work and life
• Stay ahead of the market – understand security technologies that FireEye sells, be an expert in our business and to use this knowledge to plan for the future

• This role requires a deep understanding of the assigned industry 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. 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 FireEye resources.   
• 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

Requirements

What You Bring With You:

• Build strong business consulting relationships within the assigned industries/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.
• Strong communication skills
• Self-motivated, organized