Enterprise Account Manager

About Skyhigh Security

Skyhigh Security is a pioneering, fast-growing cloud security organization dedicated to safeguarding global data assets. Our culture centers on continuous learning, openness, and transparency. Since 2011, we have delivered a comprehensive, industry-leading security platform using cloud-native, Zero Trust architecture, all accessible through a unified dashboard. With a global footprint including offices in Santa Clara, Aylesbury, Paderborn, Bengaluru, Sydney, and Tokyo, our team forms the foundation of our success.

We support a hybrid work culture to give employees flexibility and foster their professional growth. Our engaging environment promotes authenticity through initiatives like recognition programs, educational 'Blast Talks,' and social events.

Role Overview

The Enterprise Account Manager will oversee large-scale enterprise and major accounts. This role requires leading a cross-functional team comprising Sales Engineering, Inside Sales, Customer Success Management, and Renewals to achieve sales targets effectively within the assigned region.

Key Responsibilities

• Devise strategic prospecting plans to identify leads, build relationships, expand the sales pipeline, deliver tailored presentations, and negotiate deals meeting quarterly sales objectives.
• Guide the sales process leveraging technical resources to align solutions with customer needs.
• Analyze client environments and requirements, collaborating with technical teams to close sales opportunities.
• Coordinate closely with customers to drive Proofs of Concept (POCs) and Proofs of Value (POVs).
• Upsell and cross-sell a portfolio of Skyhigh Security solutions based on client demands.
• Generate demand through collaboration with channel partners, resellers, and end users, enhancing product visibility and business relationships.
• Build internal relationships with key stakeholders across departments.
• Engage executive-level clients including CISOs and board members at multiple organizational tiers.
• Develop detailed account and opportunity plans to refine account strategies.
• Ensure high levels of customer satisfaction through proactive engagement.
• Strengthen partnerships with channel and service providers to uncover strategic business opportunities.

Candidate Profile

• 5 to 15 years in a quota-driven sales role within cybersecurity or related disruptive technology sectors (e.g., AI/ML), with established connections among CISOs and key decision makers.
• Proven ability to generate sales leads independently, maintain a robust pipeline, and meet or exceed quarterly sales targets.
• Competent in managing sales using frameworks like MEDDPICC and conducting contract negotiations.
• In-depth understanding of client security challenges and technical requirements.
• Strong commercial insight and proven ability to cultivate C-level relationships within complex organizations.
• Experience working with presales and professional services teams during sales cycles, including facilitating POCs and POVs.
• Established networks with channel partners and system integrators.
• Excellent presentation and communication skills.
• Familiarity with consultative sales practices, preferably MEDDPICC methodology.
• Attributes such as integrity, confidence, perseverance, interpersonal skills, self-awareness, and technology proficiency including financial acumen for building business cases/ROI.

Company Benefits and Culture

We value diversity and encourage employees to bring their authentic selves to work. Our inclusive environment provides social engagement programs, flexible hours, and family-oriented benefits.

• Comprehensive retirement plans
• Medical, dental, and vision insurance coverage
• Paid time off allowances
• Paid parental leave
• Support for community involvement initiatives

Equal Opportunity Commitment

Our workplace is free of discrimination and harassment based on legally protected characteristics such as race, gender, age, disability, and more, ensuring a welcoming environment for all.

Applicant Advisory

We conduct interviews solely through professional means, do not request sensitive personal information like Social Security numbers during hiring, and never charge candidates fees. We maintain a secure, trustworthy recruitment process.