Commercial Account Manager

Overview

Job Title: Commercial Account Manager

Location: Munich, Bavaria, Germany

Job ID: JR

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Role Overview

The Commercial Account Manager will be responsible for driving net new sales and incremental bookings of existing accounts for a complex suite of Skyhigh Security products, solutions, and services within the assigned territory. The role requires in-depth knowledge of security technologies, competitors, and the ability to generate value by delivering successful solutions to customers. The Account Manager is responsible for developing direct sales opportunities, evaluating customer requirements, and creating tailored customer solutions that lead to new bookings.

About You

• Fluency in written and spoken German language
• Right to work in Germany
• 5-15 years’ experience in a quota carrying role selling products within the security industry or other disruptive technology sectors (e.g., AI/ML) with deep relationships with CISOs and customer stakeholders
• Experience generating direct sales opportunities; must have strong prospecting skills, ability to build sales pipeline and possess a strong track record of achieving quarterly sales quotas
• Ability to manage the sales process (MEDDPICC) and negotiate contracts
• Deep knowledge of the customer’s requirements and security challenges
• Strong business acumen and ability to build C-level relationships; interpret and execute opportunities within complex organizations
• Ability to engage presales and professional services at multiple stages of the sales cycle including POCs and POVs
• Strong relationships with channel partners and system integrators
• Excellent presentation skills
• Working knowledge of consultative sales methodologies, preferably MEDDPICC
• 3-5 years’ experience with Salesforce and Clari
• Results-oriented with startup mindset; integrity, confidence, perseverance, interpersonal skills, self-awareness, tech savvy, financial acumen (business case/ROI)
• Skills: Cyber Security, Account Management, Consultative Selling, Business Planning, Communication, Negotiation, Product Knowledge, Forecasting

Responsibilities

• Create a prospecting strategy to identify potential customers, develop relationships, build sales pipeline, prepare and present solutions, and negotiate contracts that achieve quarterly sales quotas
• Manage the sales process and leverage internal technical resources as needed to meet customer requirements
• Analyze the customer environment, scope customer requirements, and collaborate with technical resources to close sales opportunities
• Work closely with customers to drive POCs and POVs
• Upsell and cross-sell Skyhigh Security products and solutions based on customer needs
• Generate demand with channel partners, resellers and end-user customers to grow mindshare, product awareness, and business relationships
• Develop relationships internally with key stakeholders
• Engage and present at multiple levels within an account including CISO, key stakeholders and board level
• Develop account and opportunity plans to improve account strategy
• Maintain customer satisfaction
• Develop relationships with channel and service partners to create strategic opportunities

Company Benefits

• Retirement Plans
• Medical, Dental and Vision Coverage
• Paid Time Off
• Paid Parental Leave
• Support for Community Involvement

Our Commitment to You

Skyhigh Security prohibits discrimination and harassment based on race, color, religion, gender, national origin, age, disability, veteran status, marital status, pregnancy, gender expression or identity, sexual orientation or any other legally protected status.

We are committed to creating a safe and trustworthy experience for our customers, employees, and candidates. Please be aware that fraudulent recruiting activity can occur through fake job postings or impersonated communications. We conduct interviews through professional channels and do not use text messages, instant messaging, or group chats for interviews. We will never request sensitive personal information during the interview process. We do not require candidates to pay fees or purchase products or services as part of the recruiting process, nor will we keep original work authorization documents beyond what is legally required for review.