компания "лаборатория касперского" the role is responsible for developing, overseeing and executing enterprise sales with up to 4-6 assigned top accounts from named account list (nal). the key role in developing and maintaining long-term business relationships with customers within the particular industry (banking, o&g, gov, utilities, telco, retail etc). main responsibilities: achieve quarterly and annual set targets from nal enterprises of 1000+ users, 4-6 named accounts – largest industrial accounts; establish and maintain executive level relationships to create a qualified pipeline and drive revenue; develop contacts with assigned customers from nal into leads and work through the entire sales cycle; articulate the value of our product/service to higher level within customer organization; identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment; position kaspersky lab specialized services like cyber security training, threat intelligence services, anti apt etc to large enterprises within the targeted industry; supply proposals and product information to prospects; funnel reporting and updates using salesforce; work in close connection with partner / channel account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator; independently driving the entire sales cycle for customer acquisition; stay updated with competitive landscape and latest trends in the security market within the industry; work as a trusted consultant for nal enterprises, to get kaspersky products & services empaneled as their preferred choice; lead the process of timely response to rfp’s, along with partners & colleagues; present kaspersky portfolio of product & services at field events such as industrial conferences, seminars, etc.; convey customer requirements to product management teams on the regular basis; co-ordinate with global enterprise sales team; qualification requirements: master degree in marketing, management, business administration or equivalent; 7+ years direct account management in it sales in handling large accounts with c-level; deep industrial knowledge including industry trends, legislations, opportunities and drivers; strong, documented track record of achievement against quota; should have past history of presentations to large corporates; experience of salesforce.com will be a big asset; current contacts / relationships at cxo level in large accounts within particular industry; excellent communication and presentation skills; highly developed social skills and ability to manage relationships at all levels, including cxo; target-driven and result-focused; good time management skills; strong business and executive level sales acumen; strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels; able to work under pressure, multi-tasking and meet deadlines; deep industry knowledge; advanced skills in ms office programs; reporting skills in crm tools.
Адрес
Санкт-Петербург