The Enterprise Account Manager for Global Services and Intelligence sales is responsible for sales and revenue of FireEye’s full suite of service offerings, including Intelligence (iSight), FireEye as a Service (FaaS) and Response and Consulting Services (Mandiant), within a defined region or list of accounts.
Specifically, this position is responsible for assessing GSI opportunities, enabling and training other sales resources, developing account plans and GSI sales plays, contract negotiations, and post sales account management of the assigned Enterprise accounts.
The successful GSI Sales specialist is expected to leverage and partner with the direct Field and Channel sales team on lead generation, account planning and new account development and / or expanding existing accounts.
The GSI Sales specialist is also expected to be the expert and extremely knowledgeable in their area of focus. They must also be able to effectively represent FireEye’s full suite of products and services using technical, organizational and customer knowledge to influence customers and assist them in applying the products / services to their needs, resulting in overall revenue generation.
This role is covering Southern Europe, in addition to French and English a third language in either Spanish or Italian would be ideal
e. Support, Systems Engineering, and Global Services, to ensure consistency in the implementation of high value GSI solutions.
the GSI Sales specialist must also effectively manage cross functional areas to deliver total solutions based on regional requirements.
As such, this role requires a deep understanding of the market and technologies that FireEye sells, including our business / industry, our competitors and the ability to use this knowledge to plan for the future
Additionally, the GSI Sales specialist must demonstrate success in the fiollowing areas : Collaborative Relationships to facilitate the accomplishment of sales objectives the GSI Sales specialtist must proactively build effective working relationships with other people and provide clarity and information to further sales objectives, facilitate agreement and develop working relationships.
Key deliverable : A strong working relationships and value added outcomes in the assigned territory or accounts. Opportunity Assessment respond appropriately to reqquests within established and future opportunities to help define and close GSI revenue.
Key deliverable : Value-add product, maintenance, and services opportunities for GSI are clearly identified and validated within the sales organization, partners and other FireEye resources.
Account Plan Development working with FireEye’s field sales team and other Partner and Channel resources, the successful GSI Sales specialist will develop and prepare an actionable strategic sales plan for top accounts with the largest GSI sales opportunities.
Key deliverable : Clearly documented strategic sales and account plans, including short and long-term goals and actions for the largest GSI opportunities.
Contract Negotiations participate in contract negotiations and pricing requests for all GSI related requests. 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, with ongoing status project updates, escalating unresolved issues to account team members and / or key customer sponsor.
Effectively matrix-manages cross functional areas to achieve a high level of customer service.
FireEye is an Equal Opportunity Employer :