Tripwire is a leading provider of security, compliance and it operations solutions for enterprises, industrial organizations, service providers and government agenciesTripwire solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and it operationsTripwire’s portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analyticsLearn more at tripwire.com, get security news, trends and insights at tripwire.com/blog or follow us on twitter @tripwireinc.
Tripwire is just one of the many brands that make up belden’s impressive portfolioBelden is a multi-billion dollar global organization of 8,000 talented people that supports the mission-critical network infrastructure and audio visual broadcast needs of many of the world’s best-known brands, placing us at the heart of the global transformation to a truly connected worldWe are seeking driven, results-oriented team members to help us continue to grow and succeed.
Job summary:
The enterprise account manager will be responsible for driving sales initiatives within the territory assignedThis includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of customers` success and tripwire`s commercial business objectivesAn enterprise account manager has responsibility for sales strategy development and execution, territory development, to include fostering of existing customers and acquisition of new, prospective customers, and customer satisfactionThis person serves as tripwire`s primary point of contact and responsible person for all customer relationships in the territoryMeanwhile, renewals managers are responsible for sustainment and growth of renewable bookings only.
Responsibilities:
Achieve bookings targets on a quarterly and annual basis
Maximize sales into assigned accounts
Drive sales of tripwire products and services across the enterprise information technology (it), industrial control systems (ics), and operational technology (ot) environments of customers and prospects
Ensure consistent pipeline growth across the assigned territory
Maximize cross-sell and up-sell opportunities across the tripwire product portfolio
Create strategic alliances with channel partners in local markets to present compelling solutions to customer business issues
Forecast the business accurately
Maintain the integrity of data in salesforce.com
Engage directly with system integrators, consulting firms, and service providers to foster trusted relationships and promote the development of new programs and market opportunities
Develop opportunity win plans on deals $100k or larger
Collaborate with marketing to build a rich set of programs for business development, including content for sales presentations, tradeshows, and media coverage
Be a trusted resource and counsel to the management team, marketing and product management teams, providing important input on customer needs and market trends
Conduct regularface-to-face meetings with customers and prospects (when possible)
Proactively travel to meet customers, prospects, and channel partners (when possible)
Represent tripwire at conferences, tradeshows, and other events to promote the brand, develop relationships, and identify new opportunities
Required skills and experience
3-5 years of recent successful sales experience selling to enterprise customers within the applicable territory
3+ years experience working with channel partners
Experience leveraging a solution-based sales approach to include salesof hardware, software, and professional services
Proven record of exceeding a direct sales quota
Knowledge of the enterprise security software domain, including it security, compliance, and industrial cybersecurity
Knowledge of commercial contracting and procurement processes
Knowledge of common regulatory requirements & mandates (pci, hipaa, hitrust, sox, etc.)
Saas experience highly preferred
Minimum level of education is high school diploma
#excellent written and verbal communicationskills
At tripwire our culture is one where you perform at your best, where you trust your teammates, and where work doesn’t feel so much like workWe recognize and appreciate the contribution of all our employeesWe value customer service, working with teams and thriving in an environment of continuous changeWe play to win!
Tripwire provides equal employment opportunities to all qualified employees and applicants for employment without regard to race, religion, sex, age, marital status, national origin, sexual orientation, disability, veteran status, or any other legally protected statusWe prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions or any other condition of employment or career development.
