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Strategic Account Manager
Location : District of Columbia, Washington
Refer job # MGBR337883

Job Responsibilities and Requirements: Responsibilities: This role requires a deep understanding of the Federal Cyber Security market and technologies that FireEye sells; this knowledge will include industry trends, customer budgets and competitive strengths and weaknesses. The successful SAM drives a superior customer experience by delivering solutions tailored to customer needs. The SAM is responsible for meeting or exceeding his/her assign quotas. Additionally, the SAM must demonstrate success in the following areas: Opportunity Assessment: Personally oversee and be the primary point-of-contact for named accounts. Key deliverable: Value-add product, maintenance, and services opportunities are clearly identified and validated with partners and other FireEye resources. Account Plan Development: Working with FireEye s Partner and Channel resources, the successful SAM will develop and prepare an actionable strategic sales plan for top accounts with the largest sales opportunities. Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout sales cycle. Establishing FireEye Value: Responsible for clearly establishing the value of FireEye Products and Services within the mind of the customer. This value will translate into larger deals, higher revenue, and greater compensation. Key deliverable: Financially sound and resource supported contracts that are clearly aligned with FireEye s financial objectives while delivering value-added products, maintenance, and services to meet customer requirements. Post Sale Management: Maintain awareness and status of all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary. Key deliverable: Customer expectations are managed upfront, escalating unresolved issues to account team members and/or key customer personnel. Effectively matrix-manages cross-functional areas to achieve a high level of customer satisfaction. Requirements: 8 - 10 years of regional sales management experience with customers of varied account sizes Ability to successfully complete solo sales meetings and presentations, at the highest level of an organization Understand the sales process, with acute listening and sales skills Ability to clearly articulate issues and concerns to management and support Willingness to travel, work odd hours, and be very available Excellent business writing and presentation skills Instinctive understanding of customer service and satisfaction, with ability to manage both BS/BA or higher level degree in relevant field (CS, EE, MIS) strongly preferred Relevant FireEye or vendor certifications (Cisco, Juniper, Netapp, VMWare) preferred.



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