About Trustwave
Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. We uncover threats that others can't and respond quicker than others can to protect against the devastating impacts of cyberattacks. We're a world-class team of cyber consultants, threat hunters, and researchers serving clients in 96 countries. At Trustwave, you can learn alongside the best, make a personal impact on a global scale, and solve new challenges every day. Learn more about us at .
Trustwave is seeking an Account General Manager (AGM). The AGM is responsible for developing strong, long-term relationships with customers, ensuring profitable financial account growth, and bringing innovation and service excellence to a portfolio of accounts. The AGM is responsible for finding new business focusing on critical, large, complex, high visibility, strategic, or tactically important accounts. This position reports to the Regional GM and is considered a field position with travel to the territory for on-site meetings, Executive Business Reviews, and industry events when needed.
Essential Duties and Responsibilities:
- Develop and manage enterprise accounts within the assigned region, territory, or vertical/industry. Knowledge and experience of working in a specific industry are desirable.
- Understand the latest trends, developments, solutions, and customer needs in the threat landscape for the assigned vertical/industry
- Educate clients on the latest trends, insights, and changes in the market and share the latest developments in the Trustwave portfolio
- Act as a long-term liaison and trusted consultant by understanding the client's needs through continual engagement with the client throughout the product lifecycle and delivery of service offering, building relationships through client interactions
- Sell Trustwave services and products, Managed Security Services, Offensive Security, and the full portfolio of Trustwave products and identify and create opportunities for Consulting and Professional Services engagements where possible
- Ownership of an Account P&L and the overall relationship with the customer and be the point of contact for a portfolio of accounts
- Develop and manage a pipeline of additional opportunities within the Account portfolio and forecast portfolio P&L on a quarterly basis
- Ensure the provision of appropriate business information for decision-making
- Negotiate contracts, build customer rapport, ensure customer satisfaction, drive renewals, and identify growth opportunities through upsell/cross-sell
- Provide appropriate account and opportunity pipeline tracking and reporting as required leveraging and Excel
- Ensure a smooth onboarding experience that meets and exceeds customer expectations
Skills and Experience Requirements:
- 10+ years selling into enterprise-level organizations with a strong history of success
- Extensive experience selling to CXO personnel and a proven understanding of managing a portfolio of accounts
- Strong communication skills coupled with superior negotiation skills at the CXO level
- Validated and successful sales background developing a business strategy and multi-year business plan, collaboration, partnership, and delivery of client success
- Experience maintaining a multi-million-dollar quota preferred
- Keen eye to understand in detail the needs of each account and identify opportunities beyond ongoing/existing engagements
- Experience in managing key account relationships, driving customer satisfaction, and upsell/cross-sell to achieve account growth
- Work to create solutions tailored to the client's business needs and integrate Trustwave's capabilities in a way that is valued by the customer and superior to the competition
- Sales responsibilities include territory/pipeline management, opportunity identification, analyzing cybersecurity requirements of enterprise clients, selecting appropriate Trustwave solutions, leading PoCs, demonstrations, client workshops and presentations, quotes/pricing, and other proposal development activities
- Acts independently to determine methods and procedures on new or special assignments. May supervise the activities of others. A team leader providing professional leadership and coordination on accounts across the team
- Experience with CRM systems, preferably
- Excellent sales and presentation skills both in person and via phone, email, and web-conference
- Ability to articulate complex technology concepts to a technical and non-technical audience
- Demonstrates ethical behavior and fair competitive practices
- Able to foster strong internal relationships
- Understands the sales lifecycle and navigates it tactfully with a planned strategy, upholding Trustwave's values and mission
Education:
- A high school diploma or equivalent is required; a college or university degree is a plus
Trustwave is an Equal Opportunity Employer committed to providing a working environment that embraces and values diversity and inclusion. When you join Trustwave, you join a unique global family with more than 20 years of history focused on helping you shape and grow your career. We have an entrepreneurial spirit and industry vision that has helped assure our products and services are always on the very forefront of technological development. When you ride the wave, you'll work with a group of people who share common goals, are driven by a similar passion, and value the expertise of their peers. Interested in joining our team? Apply online now. We look forward to talking to you.
This is a remote opportunity open to anyone legally authorized to work in the UK.
Guided by our flexible workplace philosophy, Moments That Matter, people gather in the office when in-person interaction is most impactful; full-time remote employees may be asked to travel occasionally based on the needs of the team and the business.
To All Agencies:
Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave's policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place, and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave, and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.
