Wellington Steele and Associates

Strategic Account Manager

Location US


External Account Manager

San Francisco, CA or New York City


Job Description

The candidate, who must be able to demonstrate sustained high performance with consistent over-achievement in similar positions, will be expected to function independently, while meeting the goals set by the management team. The Account Manager position will require one to effectively manage a complex sales cycle from lead generation to sale and then follow-on growth at each new account.  The major day-to-day interactions will be with the inside sales, prospects and customers.

You must have information security sales experience to be considered for the external account manager role.

The external account manager will report to the Director of Sales.



  • Build and maintain a pipeline that will exceed monthly, quarterly, and yearly quotas

  • Occasional cold calling to prop up prospect pipeline.

  • Coordinate on site meetings and presentations for prospects and clients 

  • Attending prospect meetings

  • Manage the sale from first contact through the close and identify and win follow-on opportunities

  • Researching organizations and markets to develop new prospects, leads and opportunities.

  • Maintaining accurate Customer Relationship Management records.

  • Produce strategy and business plans to penetrate specific target markets.

  • Manage and develop new clients won to maximize both client satisfaction and revenue within defined time periods before passing client to account management for on-going management.

  • Achieving the sales target as set out by the business.

  • Experience with IT security services, especially application and network penetration testing are a major plus

  • Working with an internal account manager to assist in the targeting of prospects.

  • Generate leads through prospecting and networking

  • Work as part of a team with inside sales and marketing to conceive and execute lead gen campaigns

Required Experience:

    • Proven experience of business to business (B2B) IT Security Sales.

    • Experience of selling SaaS based managed services is highly desirable.

    • Experience of selling to Medium to Large Enterprises.

    • Experience of dealing with senior decision makers – up to ‘CxO’ level.

    • Knowledge of  high-tech sales cycles and services selling  •    Demonstrated ability in a strategic sales role •    Demonstrated ability to manage complex sales with extended sales cycles  •    Basic proficiency in Salesforce.com or other CRM  •    Ability to listen to clients and relay their needs internally to effectively craft solutions •    Ability to work independently with little oversight •    High level of enthusiasm, a strong work ethic, and highly self-motivated  •    Demonstrated excellent verbal and written communication skills 

    • IT Security literacy – understanding of typical terms used in corporate IT Security environments.

    • Lead sourcing and researching.

    • Sales Cycle and pipeline management including.

    • Accurate forecasting.

    • Knowledge of CRM 

    • Experience of Web Application Security or Vulnerability Management market is highly desirable.

    • Experience of Ecommerce, web development and Internet networking a plus.

    • Good communication and presentation skills.

    • Market Awareness – Able to use a wide range of available resources to research market trends and competitive information.

    • Time and Territory Management – Able to organise each day, week and month to maximise client contact.

    • Consultative, solution selling approach – Ability to use advanced questioning techniques to uncover relevant needs across a prospects business.

    • Building the commercial argument – Understanding of strategy and proposition to the market and ability to tailor the benefits to present specific commercial benefits to the client. Ability to clearly explain ROI.

    • Going the extra mile – Always looking to proactively exceed the client’s expectations.

    • Solving business problems – constantly looking for innovative ways of solving customer needs.

    • Achieving Targets – proven track record at achieving targets, a desire and capability to continue to push beyond 100%.

    • Accurate Forecasting – An understanding of the business pipeline to provide accurate forecasting.



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