Senior Key Account Manager for Corporate Solutions

2 settimane fa

Milano, Lombardia, Italia ESET A tempo pieno

Job Summary

ESET, a leading European cybersecurity company, is seeking an experienced Senior Key Account Manager to join its Corporate Solutions Division. This division is dedicated to providing bespoke cybersecurity solutions to large companies and public institutions.

The ideal candidate will have a strong track record in building corporate business and sales, with a minimum of 10 years of experience in the relevant industry. They will be responsible for defining and executing market growth strategies, managing client relationships, and driving sales growth.

The Senior Key Account Manager will work closely with the VP Go To Market growth and transition of existing ESET clients from ESET partners to become directly managed by the CS division. They will also create and execute account plans for named clients to penetrate, build, and scale up new named client relations.

The successful candidate will have a solid knowledge of ESET's product portfolio and services, as well as excellent communication and negotiation skills. They will be able to operate at a senior executive level, but also drill down to relevant details if required.

Responsibilities:

  • Accountability for named clients portfolio P/L (sales, revenues, profitability) and customer satisfaction in assigned geographic or vertical market.
  • Accountability for reaching annual and multiyear targets in assigned market.
  • Define and execute market growth strategy for assigned market targeting new named clients acquisitions while growing existing named clients and drive selected opportunities for non-named clients that are directly managed by CS division.
  • Cooperate with VP Go To Market growth and transition of existing ESET clients from ESET partners to become directly managed by CS division.
  • Create and execute account plans for named clients to penetrate, build, and scale up new named clients relations.
  • Work with Global CS Services Lead, Global CS Delivery Lead, and Global Market Offering Lead organizations to ensure customer value creation and happiness.
  • Work with client vendor ecosystem to improve ESET positioning (including partners/reseller for legacy customer).
  • Work with Global System Integrators to create and execute joint account plan for named clients and joint opportunities in the assigned market.
  • Perform conceptual, system, creative, methodological, and business activities as directed by direct supervisor.
  • Perform other work on projects and tasks as directed by direct supervisor.

Requirements:

  • 10+ years of experience in relevant industry.
  • Track record in building corporate business & sales.
  • Cybersecurity or other relevant solutions & services experience.
  • Solid knowledge of product portfolio & services.
  • English Language – C1 level.
  • Able to communicate effectively within the organization to build support for CS division targets.
  • Able to independently conduct complex and difficult client and vendor discussions.
  • Able to independently negotiate issues and crisis resolution towards mutually acceptable outcomes.
  • Able to operate at senior executive level, but drill down to relevant details if required.
  • Customer value centric.
  • Market & client development and management skills.
  • Entrepreneurial.
  • Team player & people developer.
  • Able to operate at senior executive level, but drill down to relevant details if required.
  • Sharp decision making and outcome focused.

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