Account General Manager

2 weeks ago

Melbourne, Victoria, Australia Trustwave Full time

About Trustwave

Role
The Account General Manager (AGM) has ultimate relationship and engagement accountability for small number of Trustwave's high value accounts.

In doing so the requirement will broadly be to manage the client relationship and oversee delivery of high value consulting projects at key clients, building strong client relationships resulting in growth in revenue and market share within those accounts.


This challenging leadership role will require you to be a salesperson, a trusted cybersecurity advisor, a people manager, a project manager and a mentor.


The AGM will have accountability for order intake, revenue and gross margin targets for designated clients in their assigned portfolio and will be assigned KPIs based upon the growth of designated financial and client satisfaction metrics.


The AGM will report directly to the General Manager for Pacific, giving them exposure at the national level and the ability to collaborate on many internal and customer facing engagements, so working with other team members beyond CPS and across all our offices in Australia will feature.


Responsibilities
Business Development & Account Management

  • Develop and manage enterprise accounts within assigned region, territory, or vertical/industry. Knowledge and experience of working in a specific industry is desirable.
  • Understand the latest trends, developments, solutions, and customer needs in the threat landscape for the assigned vertical / industry.
  • Educate client on latest trends, insights, and changes in the market, and share latest developments in the Trustwave portfolio.
  • Act as a longterm liaison and trusted consultant by understanding client's needs through continual engagement with client throughout product lifecycle and delivery of service offering, building relationships through client interactions.
  • Sell Trustwave services and products, including MailMarshall, DBSS, Managed Threat Detection & Response, and identify and create opportunities for Consulting and Professional Services engagements where possible.
  • Meet or exceed quarterly book of business sales quota.
  • Ownership and successful management of the Account(s) P&L and overall relationship with customer and be the point of contact for a portfolio account.
  • Develop and manage pipeline of additional opportunities within the Account portfolio and forecast portfolio P&L on a monthly basis.
  • Ensure the provision of appropriate business information for decisionmaking and control to relevant teams in Trustwave, including the product teams, to ensure the development of highly targeted and relevant product updates.
  • Negotiate contracts, build customer rapport, ensure customer satisfaction, drive renewals, and identify growth opportunities through upsell / crosssell.
  • Sales Responsibilities include account(s) / pipeline management, opportunity identification, analyzing IT security requirements of enterprise clients, selecting appropriate Trustwave solutions, leading PoCs, demonstrations, client workshops and presentations, quotes / pricing, and other proposal development activities.
  • Collaborate with the Trustwave marketing team in order to identify opportunities to build our market presence and brand recognition in the Pacific region. Where appropriate, participate in public facing events (media, conferences, networking etc)
  • Work closely with the Director, CPS Sales Partnership to support crosssell and upsell initiatives that seek to take existing CPS projects and clients and build them into larger and broader client relationships.
Quality Assurance

  • You will be responsible for working with your peers in the CPS Leadership Team to enhance and improve our QA approach for consistent quality of deliverables
  • On occasion you will be responsible for reviewing and approving highsensitivity and/or highvalue deliverables and proposals prior to client delivery.
  • Ultimately you will be accountable for the overall quality of all project deliverables for your designated client(s).

Knowledge and experience

  • 10+ years selling into enterprise level organizations with a strong history of success. Cybersecurity experience is highly desirable.
  • Extensive experience selling to CXO personnel and proven understanding of managing a portfolio of accounts
  • Experience and ability to communicate meaningful and wafflefree security concepts through written and verbal means.
  • Ability to solve high level complex problems for clients and staff matters that can't be resolved directly by the State Director or Managing Consultant.
  • Superior negotiation skills at CXO level
  • Validated and successful sales background developing a business strategy and multiyear business plan, collaboration, partnership, and delivery of client success
  • Experience maintaining a multimilliondollar quota preferred
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization e

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