Enterprise Account Manager (Cybersecurity)

OPSWAT is a global cyber security company providing solutions for enterprises since 2002 to identify, detect, and remediate advanced security threats from data and devices coming into and out their networks. Trusted by over 1,000 organizations worldwide and with over 30 anti-malware engines, 100+ data sanitization engines and more than 25 technology integration partners, OPSWAT is a pioneer and leader in data sanitization, vulnerability detection, multi-scanning, device compliance, and cloud access control.

OPSWAT. Protecting the World’s Critical Infrastructure

The Position

The KSA Enterprise Account Manager is a significant driver of Company revenue and growth in the META region. This position is remote and will be located in Riyadh, KSA. Your responsibilities will include developing and implementing strategic account plans targeting deployments of our Metadefender and MetaAccess Security platforms. You will build the right relationships inside a target account, know how to leverage your company resources to the fullest, and negotiate and close new business. The ideal candidate will have previous work experience as a member of a corporate sales team and a career track record of exceeding multi-million-dollar sales quotas. Candidates selling into critical infrastructure and data diode sales experience are given a preference.

What You Will Be Doing

• Strategically hunt for new business opportunities that leverage high-value use cases in key verticals.
• In close partnership with your Solutions Engineer, develop and execute sales strategies and tactics to sell OPSWAT products, solutions, and services to exceed your sales targets.
• Communicate value propositions to clients that speak intimately to their needs and requirements.
• Utilize client-centric, solutions-oriented selling strategies and a hunter’s mentality to identify, qualify, and convert enterprise sales.
• Effectively articulate financial ROI / TCO value, and build value throughout the negotiation process.
• Maintain extensive and accurate account and opportunity detail in Salesforce CRM, including account win plans, customer touch points, sales inhibitors, etc.
• Leverage all cross-functional resources to achieve your quota : Executive management, Inside Sales Development, Customer Success, Field and Event Marketing, Sales Operations, and others.
• Forecast and report revenue projections to manage and deliver a predictable pipeline to drive forecast accuracy.
• Overachieve on annual quota, measured quarterly.

What We Need From You

• A minimum of 7 years of successfully selling technology products and solutions to businesses.
• Excellent of vendor management in Government / Public sector.
• Bachelor’s degree, preferably in a technical discipline or equivalent experience.
• Successful track record selling complex solutions directly to enterprise customers.
• You’re persuasive and have excellent negotiation and presentation skills. You can effectively communicate with technology-oriented and senior business executives at the “C” level and are comfortable articulating the technical and business value of the Metadefender platform.
• Your work is a mix of strategic and proactive account activity, and you have a demonstrated ability to uncover, qualify, develop, and close new accounts.
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight in a sometimes ambiguous work environment.
• You keep your pipeline accurate and your forecast updated for management.
• Possess, at minimum, a fundamental understanding of security threats, solutions, and security tools.
• Excellent time management skills and work with high levels of autonomy and self-direction.
• You’re highly competitive, ramp quickly, are incredibly adaptive, and pride yourself on exceeding sales goals.
• Ability to travel as necessary to your assigned accounts and Company meetings.
• Highly ethical and professional personal conduct.
• Must be fluent in both English and Arabic.