Client Account Manager (Existing Accounts Team) - SecureWorks

UK - Remote

SecureWorks is a global leader in providing intelligence-driven information security solutions. We play an important role, as no organization in the world is immune from cyber-attacks and the nature of the attack is changing every day. Internet security is a problem that will never be solved. Unlike point products that address a specific technology issue, we attack the problem holistically by analysing threat actor tactics, techniques and procedures, and develop solutions using best-of-breed technologies to protect our clients. We are one of the best in the world at understanding the threat. In short, we give our clients an early warning capability. SecureWorks was founded in 1999 and headquartered in Atlanta, Ga., with offices in all the major security markets around the globe. We have more than 2,000 team members, and partner with more than 4,200 clients in 59 countries to keep the bad guys out of their networks. We’ve been consistently recognized by industry analysts, readers’ polls and as a leader in the Gartner Magic Quadrant for managed security services, worldwide.

Role Overview

The Client Account Manager (CAM) has responsibility for renewing existing business as well as cross selling and closing new business in SecureWorks installed accounts. With the support of Sales Engineering, Sales Operations and Marketing, the CAM will utilise a consultative sales approach to map SecureWorks service offerings to the clients’ needs.

Role Responsibilities

•        Protect the SecureWorks existing annuity (Book of Business) and consulting services within the accounts

•        Active management of Clients to renew services prior to end of contract period

•        Ability to sell at all levels within an organization

•        The candidate must be a strong sales "hunter" with a consultative, solution-based approach

•        The candidate must be able to deal with the broad set of Account Management duties

•        Build proactive propositions that demonstrate a case for Clients acquiring new services

•        Build, forecast and manage a pipeline of new business to closure each month

•        Generate Client quotations and use standard contract agreements to support Clients in effectively purchasing services

•        Deliver presentations highlighting SecureWorks capabilities

•        Effectively map SecureWorks solutions to meet Clients’ needs

•        Maintain and update Client relationship tools for each interaction – SalesForce.com, Account Plan

•        Ability to sell into a segmented territory where accounts are given separate and distinct priority levels and treated differently depending on priority

As a managed security provider, SecureWorks expects its employees to understand and apply commonly known security practices and possess a working knowledge of applicable industry controls such as NIST 800-53. Employees will be expected to acknowledge their security responsibilities in writing prior to gaining access to company systems. Employees will be required to maintain a working knowledge of local security policies and execute general controls as assigned.

Requirements

•        Track record of identifying, qualifying and closing opportunities

•        Account or prospect management skills and experience

•        Excellent communications and interpersonal skills with high energy level

•        Determined self-starter, results and success oriented with the ability to follow through on commitments

•        Solid analytical and problem solving skills

•        Proactively establish and maintain effective working CAM relationships with all departments

•        Prefer experience selling security services or security software such as SIEM technologies

•        Knowledgeable about security vendors, technologies, industry regulations and business drivers

Education and Experience

•        Bachelor degree preferred

•        Experience in direct sales/account management in information security, managed service industry, consulting, or technology

•        Experience navigating Client organisations to identify the decision making unit and align SecureWorks services with their key priorities

•        Technical acumen

•        Effective negotiation and persuasion

•        Strong organisation skills to manage a volume of accounts

•        Track record of over-quota performance

Benefits

Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.

SecureWorks is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at SecureWorks are based on business needs, job requirements and individual qualifications, without regard to race, colour, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. SecureWorks will not tolerate discrimination or harassment based on any of these characteristics.

Job

Primary Location

Shift

Job Level

Organization