Enterprise Account Manager - Amazon & Microsoft at Arkose Labs

Seattle, Washington, United States

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Cybersecurity, Technology, SaaSIndustries

Requirements

Direct experience selling into Microsoft and/or Amazon organizations
Deep understanding of how Microsoft and/or Amazon buy, evaluate vendors, and make decisions
Existing relationships within Microsoft and/or Amazon (strongly preferred)
Knowledge of organizational structure, key stakeholders, and decision-making processes of Microsoft and/or Amazon
Location: Seattle, Washington

Responsibilities

Own and execute expansion strategy for Microsoft and Amazon accounts
Build deep relationships across multiple business units, divisions, and geographies within Microsoft and Amazon
Develop multi-year strategic account plans targeting 30%+ net revenue retention
Identify and prioritize highest-value expansion opportunities across vast organizational structures
Drive enterprise-wide platform adoption across Azure, AWS, and other business units
Identify and close upsell, cross-sell, and multi-product opportunities
Expand from initial deployments to company-wide implementations
Navigate complex organizational structures to find new stakeholders and use cases
Orchestrate sophisticated sales cycles involving multiple stakeholders, business units, and decision makers
Navigate enterprise procurement processes, security reviews, and legal negotiations unique to Microsoft and Amazon
Lead commercial discussions including pricing, contract structuring, and ROI justification
Partner with Solutions Engineering, Product, Legal, and Customer Success to advance deals
Develop and maintain C-level relationships with security, fraud, and business unit executives
Understand strategic initiatives across different divisions (Azure, AWS, retail, cloud services, etc.)
Position Arkose as a strategic partner solving critical business problems
Conduct Executive Business Reviews demonstrating measurable business impact and ROI

Skills

Key technologies and capabilities for this role

Account ManagementStrategic Account PlanningRevenue GrowthUpsellCross-sellEnterprise SalesRelationship BuildingAzureAWSFraud PreventionBot Detection

Questions & Answers

Common questions about this position

Is this role remote or does it require being in a specific location?

The role requires being in Seattle, Washington.

What experience is critical for this Enterprise Account Manager role?

Direct experience selling into Microsoft and/or Amazon organizations is critical, along with a deep understanding of these companies.

What is the salary or compensation for this position?

This information is not specified in the job description.

What are the key responsibilities for managing these enterprise accounts?

The role involves owning expansion strategies for Microsoft and Amazon, driving revenue growth, navigating complex sales cycles, and building executive relationships.

Where is Arkose Labs headquartered and does it have a global presence?

Arkose Labs is headquartered in San Mateo, CA, with employees in London, Costa Rica, Australia, Spain, India, and Argentina.

Arkose Labs

Cybersecurity solutions to deter bot attacks

About Arkose Labs

Arkose Labs focuses on preventing bot attacks in the cybersecurity sector. Their platform uses real-time risk assessments and machine learning analytics to identify and counteract malicious bot activities before they can inflict harm. A key feature of their offering is the Arkose MatchKey, which is designed to be a highly effective CAPTCHA, enhancing both security and user experience. Unlike many competitors, Arkose Labs aims to increase the cost and effort required for attackers, making bot attacks less appealing. The company's goal is to provide robust protection for digital assets, ensuring that clients can operate securely in an increasingly hostile online environment.

San Francisco, CaliforniaHeadquarters

2016Year Founded

$96.8MTotal Funding

SERIES_CCompany Stage

Cybersecurity, AI & Machine LearningIndustries

201-500Employees

Benefits

Health Insurance

Dental Insurance

Vision Insurance

Life Insurance

Disability Insurance

401(k) Retirement Plan

401(k) Company Match

Unlimited Paid Time Off

Flexible Work Hours

Paid Vacation

Generous nationwide parental leave policy

Employee Assistance Program

Mental Health Support

Gym Membership

Risks

Emerging AI-driven bot attacks could potentially outpace Arkose Labs' current defenses.

Competitors are developing advanced CAPTCHA alternatives challenging Arkose MatchKey's position.

The rise of DeFi platforms introduces new vectors for bot attacks Arkose must address.

Differentiation

Arkose Labs offers the world's first $1M warranties for credential stuffing and SMS toll fraud.

Arkose MatchKey is touted as the strongest CAPTCHA ever made, enhancing security measures.

Arkose Labs' AI-powered platform combines risk assessments with dynamic threat response.

Upsides

Arkose Labs is recognized as the 2023 Leader in Bot Detection and Mitigation.

The launch of Arkose Device ID enhances fraud detection and prevention capabilities.

Arkose Labs' protection measures for GPT applications address new attack vectors effectively.

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