Account Manager at Proofpoint

Sunnyvale, California, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years)Experience Level

Full TimeJob Type

UnknownVisa

CybersecurityIndustries

Requirements

Minimum 3 years of solution sales experience, focused on generating net new or add-on revenue
Experience selling to the C-suite, extensive experience selling to CISO, CIO, CTO preferred
Consistent track record of meeting and/or exceeding quota goals
Experience managing longer sales cycles (2-6 months) from prospecting stage through negotiation and closing
Experience or training in established sales methodologies such as SPIN, Sandler, Miller Heiman, Value Selling or The Challenger Sale is preferred
Competitive nature, operating within a team environment
Ability to present and discuss highly technical information, as well as aptitude to learn new concepts quickly
Strong presentation skills, both in person and via phone/online
Security or SaaS sales experience a plus
Capable of providing great customer care while continuing to identify new revenue opportunities
Bachelor’s degree or equivalent work experience

Responsibilities

Work with existing customers in a consultative manner to identify additional solutions from the Proofpoint portfolio
Drive the entire sales process from start to finish including opportunity identification, introductory meetings, product demonstration, customer Q&A, as well as negotiation and closing
Develop, customize, and utilize effective close plans to navigate and manage the sales process
Team up with the Sales Engineering team to devise and execute account strategies and plans
Engage with the channel partner network to educate, inform, and drive incremental revenue
Interact with the management team in 1-1, team meetings and via forecasting and reporting to provide critical updates, and strategic account planning
Provide outstanding and high touch customer service, including escalation and coordination of support issues as needed
Become a perpetual student of Proofpoint products, and the ever-changing Cybersecurity industry
Achieve (and exceed) sales quota
May require modified work hours to cover accounts in other time zones, and occasional travel for key accounts

Skills

Key technologies and capabilities for this role

Account ManagementSales ProcessProduct DemonstrationNegotiationClosing DealsSales EngineeringAccount StrategyChannel PartnersForecastingReportingConsultative Selling

Questions & Answers

Common questions about this position

Is this a remote role or does it require office presence?

This is a Hybrid role requiring you to be in the Sunnyvale office 3 days a week.

What experience is required for the Account Manager role?

Minimum 3 years of solution sales experience focused on generating net new or add-on revenue is required, along with a consistent track record of meeting or exceeding quota goals and experience managing longer sales cycles from prospecting through closing.

What are Proofpoint's core values?

Proofpoint is guided by BRAVE core values: Bold in how we dream and innovate, Responsive to feedback, challenges, and opportunities, Accountable for results and best-in-class outcomes, Visionary in future-focused problem-solving, Exceptional in execution and impact.

What salary or compensation does this role offer?

This information is not specified in the job description.

What makes a strong candidate for this Account Manager position?

Strong candidates have experience selling to the C-suite, especially CISO, CIO, CTO, and training in sales methodologies like SPIN, Sandler, Miller Heiman, Value Selling, or The Challenger Sale, plus a competitive nature operating within a team environment.

Proofpoint

Cybersecurity solutions for email and digital communication

About Proofpoint

Proofpoint specializes in cybersecurity, focusing on protecting organizations from advanced threats and compliance risks. The company offers a range of solutions that secure email, social media, and other digital communication channels against cyber threats like phishing, malware, and ransomware. Its products work by utilizing advanced technologies, including machine learning and artificial intelligence, to detect and respond to threats in real-time. Proofpoint differentiates itself from competitors by providing user-friendly solutions that easily integrate into existing IT systems, along with subscription-based services that allow clients to select service tiers tailored to their needs. The company's goal is to enhance the cybersecurity defenses of various organizations, from large enterprises to small businesses, ensuring their digital communications remain secure.

Sunnyvale, CaliforniaHeadquarters

2002Year Founded

$55.4MTotal Funding

IPOCompany Stage

Cybersecurity, AI & Machine LearningIndustries

1,001-5,000Employees

Benefits

Health, dental, & vision

Employer-paid life, disability & employee assistance programs

Unlimited PTO

401K match

Remote work option

Risks

Integration challenges with Tessian and Illusive could disrupt operations.

Regulatory scrutiny may delay acquisition closings, affecting strategic plans.

Reliance on AI poses risks if technologies fail to adapt to new threats.

Differentiation

Proofpoint leverages AI and machine learning for real-time threat detection.

The company offers a comprehensive suite of cybersecurity solutions for digital communication.

Proofpoint's subscription-based model ensures recurring revenue and flexible service tiers.

Upsides

Acquisitions of Tessian and Illusive enhance AI-driven threat protection capabilities.

Growing demand for ITDR solutions boosts Proofpoint's market position.

Increased focus on AI-driven email security solutions aligns with industry trends.

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