Named Account Manager - Enterprise Cybersecurity

About the role

Forescout, a cybersecurity company protecting critical infrastructure such as hospitals, power grids and financial systems, is seeking a Named Account Manager (NAM). The NAM drives strategic growth and builds long-term customer relationships across a defined portfolio of named accounts, working with Channel, Marketing, Sales Engineering and other stakeholders.

Key responsibilities

• Develop and execute strategic account plans and opportunity plans, coordinating a virtual team across Sales Leadership, Sales Engineering, Product Management, Engineering, Professional Services, Marketing and Channel Partners.
• Identify, develop and progress opportunities within assigned accounts, and expand partnerships with delivery and customer-facing teams.
• Build multi-level relationships with business and technical stakeholders, including key decision-makers.
• Achieve quarterly and annual sales targets while building a strong, predictable pipeline.
• Participate in customer project milestones, business reviews and executive engagements.

Required profile

• 8+ years of enterprise sales experience, ideally with established relationships in the Canberra market.
• Track record of exceeding sales targets and growing strategic accounts.
• Experience selling to large enterprise and complex organisations, ideally with customers of 10,000+ employees.
• Bachelor's degree or equivalent relevant industry experience.

Required skills

• Solution selling of complex, multi-product software and hardware.
• Strong presentation, communication and executive engagement skills.
• Negotiation skills covering pricing, contractual terms and partner deals.
• Collaboration across Sales Engineering, Channel, Marketing and Professional Services.