Enterprise Sales Manager - Tripwire Thailand

Posted 7 day

Account Management Enterprise Software Client Relationship Building Account Planning Cyber Security Solution Selling Targeted Account Selling Sales
Computer & Network Security
Thailand Thailand


Role Description:

  • The Enterprise Sales Manager will be responsible for driving strategic sales initiatives within the territory they are assigned.
  • This includes developing and executing a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire’s commercial business objectives.

Responsibilities :

  • Achieve revenue targets on a quarterly and annual basis.
  • Work collaboratively with internal and channel partners to present compelling solutions to customer business issues.
  • Manage client relationships at the “C” suite level.
  • Maximize sales into the assigned territory, working with Inside Sales Representatives when appropriate.
  • Ensure a high level of customer satisfaction.
  • Forecast the business accurately.
  • Develop strategic account plans for Named Accounts and deals $100k or larger.
  • Maintain the integrity of Salesforce.com.
  • Be a trusted resource and counsel to HQs marketing and  R & D providing important customer input.
  • Proactively and aggressively prospect for new-name business in the Global 2000.
  • Work side-by-side pre-sales technical support.
  • Regular face-to-face appointments a week with customers and prospects.
  • Proactively creating and developing a plan to close large transactions of $500k or greater.
  • Applying Tripwire’s Strategic Selling Process (Miller Heiman).
  • All other duties as assigned.
  • Working independently resolves a wide range of diverse problems utilizing personal judgment and experience to develop solutions in a creative manner.
  • Interacts with employees at all levels internal and external to the organization and takes personal responsibility for meeting the needs of the customer while demonstrating an understanding of business objectives.
  • A significant amount of travel is required.  
  • Enterprise Sales Managers do not have final authority to negotiate pricing, terms, and conditions of agreements, or purchase orders; all agreements are finally approved when negotiated and accepted by Tripwire, Inc. corporate offices in Portland, Oregon, USA.

Requirements :

  • College degree required. Masters in Business ideal.
  • 7+ years’ sales experience in the enterprise software industry.
  • Demonstrated success in account management and in managing client relationships effectively at the “C”- level. IT Security Executives preferred.
  • Easily demonstrably track record of overachievement.
  • Demonstrated success in selling into Mid-Enterprise level accounts.
  • Proven track record of achieving and exceeding quotas of 1.5 -2.0 million.
  • Demonstrated experience in the areas of Solution Selling, Target Account Selling, and Account Planning.
  • Demonstrated success in account management and in managing client relationships. IT Security Executives preferred.
  • Strong interpersonal skills and ability to excel in a team-oriented atmosphere.
  • Strong written/verbal communications skills.
  • Advanced use of PC and Microsoft Office programs.