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Principal Account Manager

2 months ago

Brisbane, Queensland, Australia DigiCert Full time

ABOUT DIGICERT

DigiCert is a prominent global authority in the field of cybersecurity, recognized for its innovative approach to digital trust. Our encryption solutions are relied upon by leading e-commerce platforms, major corporations, significant cloud service providers, national financial systems, and even critical medical devices like implanted pacemakers. We empower organizations to transform the concept of trust into a tangible asset, enhancing digital security in the real world.

JOB OVERVIEW

We are excited to offer a unique opportunity to join a top-tier vendor in the cybersecurity sector. The Major Account Manager role at DigiCert is a pivotal sales position focused on nurturing and expanding partnerships with our tier 1 enterprise clients. This role requires a deep understanding of the distinct needs and challenges faced by major accounts, fostering robust customer relationships, and driving revenue through strategic upselling, cross-selling, and retention initiatives.

This position is perfect for individuals eager to advance their careers in enterprise sales. You will engage in complex sales cycles that encompass various components of an enterprise technology ecosystem. DigiCert typically hosts an annual sales conference in the US, and successful sales representatives are rewarded with an exclusive President's Club trip to an international destination that varies each year.

At DigiCert, we take pride in our collaborative, customer-centric culture. Every team member is committed to supporting one another and celebrating collective achievements.

KEY RESPONSIBILITIES

  • Account Management: Act as the primary liaison for designated major accounts, cultivating and sustaining strong relationships with key stakeholders, including executives, IT managers, and security experts.
  • Customer Needs Analysis: Grasp the business objectives, security needs, and challenges of major accounts, conducting thorough assessments to pinpoint opportunities for DigiCert's offerings.
  • Tailored Solutions: Collaborate with internal teams, including technical specialists and solution architects, to create customized solutions that meet the specific demands of major accounts, positioning DigiCert as a trusted advisor and strategic partner.
  • Revenue Enhancement: Propel revenue growth within major accounts by identifying upsell and cross-sell opportunities, delivering compelling value propositions, and skillfully negotiating contracts and pricing agreements.
  • Relationship Development: Foster and grow existing customer relationships by providing outstanding customer service, promptly addressing issues or concerns, and consistently demonstrating the value of DigiCert's solutions.
  • Strategic Account Planning: Formulate strategic account plans for major accounts, detailing objectives, growth strategies, and action plans to achieve revenue goals and customer satisfaction targets.
  • Market and Competitive Insights: Stay abreast of market trends, competitive actions, and industry advancements, leveraging this knowledge to effectively position DigiCert's solutions and proactively meet customer needs.
  • Team Collaboration: Work closely with internal teams, including sales engineers, product managers, and support staff, to ensure smooth customer onboarding, implementation, and ongoing assistance.
  • Sales Forecasting and Reporting: Maintain precise and current sales forecasts, pipeline management, and activity tracking using CRM tools, providing regular updates to management on account status, revenue forecasts, and sales performance.

JOB COMPETENCIES

  • Proven track record in enterprise sales or key account management within the technology sector.
  • Strong comprehension of enterprise technology or cybersecurity, digital certificates, and associated technologies.
  • Exceptional communication and presentation skills, capable of conveying complex technical concepts to both technical and non-technical audiences.
  • Demonstrated history of surpassing sales targets and driving revenue growth within major accounts.
  • Strong relationship-building and negotiation abilities, adept at navigating complex organizations and influencing key stakeholders.
  • Analytical mindset with a data-driven approach, skilled in analyzing customer data, identifying trends, and utilizing insights to inform sales strategies.
  • Customer-focused mentality with a commitment to delivering outstanding customer experiences.
  • Self-motivated, results-oriented, and capable of thriving in a fast-paced, dynamic environment.
  • Bachelor's degree in business, marketing, or a related field; an MBA or advanced degree is advantageous.

DigiCert is an Equal Opportunity employer and is dedicated to fostering diversity within its workforce. In accordance with applicable federal and state laws, DigiCert prohibits discrimination based on race or ethnicity, religion, color, national origin, sex, age, sexual orientation, gender identity/expression, veteran status, disability status, or genetic information. Individuals from historically underrepresented groups, including minorities, women, qualified individuals with disabilities, and protected veterans, are strongly encouraged to apply.