The posting
Cimcor is an industry leader in developing innovative security, integrity and compliance software solutions. The firm is on the front lines of global corporate, government and military initiatives to protect critical IT infrastructure and has consistently brought IT integrity innovations to market. Cimcor’s flagship software product, CimTrak, helps organizations monitor and protect a wide range of physical, network and virtual IT assets in real-time. The CimTrak Integrity Suite protects your critical files, registry, configuration settings, users, policies, network devices and more from changes, whether malicious or accidental, that can take down your IT infrastructure, threaten critical/sensitive data, or cause non-compliance with regulations such as PCI, HIPAA, CMMC and many more. CimTrak eliminates the overwhelming change noise to pinpoint unwanted, unauthorized and unexpected activity in real-time to create and establish a trusted and resilient infrastructure. CimTrak enables change reconciliation by providing a side-by-side comparison highlighting real-time changes or change over time. If those changes are unwanted, CimTrak can roll-back and restore files and directories back to their approved state manually or automatically. Furthermore, CimTrak has the functionality that can prevent changes entirely for those files and directories that should never change.
The Enterprise Account Manager focuses on finding, developing and closing new business opportunities. This is a combination of new prospects, renewals, and upsell opportunities to existing accounts. The enterprise account manager will also work closely with Cimcor resellers and distrubutors to effectively manage customer relationships and to help customers meet their security-related business objectives.
The candidate must be self-motivated, outcome-driven, and possess a proven track record of managing and closing a pipeline of opportunities and forecasting accurately. The ability to qualify, prioritize, focus, and effectively communicate are all essential for this position. The entire sales process from initial lead development to deal closure will be the candidate’s responsibility. The Enterprise Account Manager will work closely with a sales engineer during demonstrations, proof of concepts, and to accurately provide competitive and useful solutions to our customers.
File & System Integrity may be the core of our business, but it is also ‘how’ we do business. The Enterprise Account Manager must interact with all of our customers with the upmost integrity.
This position requires the ability to quickly build a rapport over the phone and in person with a range of senior decision makers. The needs, pain points and desired outcomes of our prospects and customers must be understood and translated into a viable solution. This position also requires technical proficiency and the ability to interact and effectively communicate with both technical engineers and with business leaders.
The candidate must have the ability to work independently, and innovatively in the environment of a growing, startup-type environment. In addition, the candidate must be comfortable communicating with top executives, developing competitive and accurate proposals, and collaborating with our global network of channel partners.
Key Responsibilities and Duties
- Develop and implement customer accounts development and sales plans in support of company goals and quota objectives
- Responsible for new account development and expanding existing accounts through business to business sales of Cimcor software products, renewals, and services to accounts
- Use the CRM system effectively, responsible for the development, management, and closure of forecasted opportunities
- Manage and drive revenue through complex, multiple go-to-market strategies
- Execute complex sales and effectively manage the sales process and activities
- Exceed sales quota
- Interface to negotiate and exchange information with all levels of management
- Performs other duties and projects as assigned
- Work closely with sales engineers to ensure that the proper solution and components are being proposed to the customer, and to ensure technical accuracy.
- Provide feedback to management and the engineering team, to help ensure that future product development and design includes the feedback of customers.
- Limited travel will be required for a variety of activities such as meeting with customers, trade shows, contract negotiation, and partner relations.
Education and Experience
- IT software sales experience selling enterprise software, security software or network technologies
- New business sales experience via Strategic and Targeted Account Management
- C-Level relationship management and extensive new business sales experience
- A proven sales background of consistent achievement against quota
- Comfortable meeting with and presenting to C-level / executive level contacts within customers’ accounts
- Comfortable working with the Channel as well as developing business directly
- Able to effectively engage, partner, and communicate with internal sales resources such as sales engineers, development teams, as well as liaising with external partners at all levels
- A process-oriented, and well-structured style of working with good time-management skills
- Experience of working across various vertical markets
- Good forecasting skills and analytical abilities
- Excellent written and verbal communication skills
- Excellent presentation skills
- Flexible schedule in order to communicate effectively and timely with global customers and channel partners.
- Technical understanding of firewalls, networking, and enterprise architectures
- Bachelor's Degree in Management or Business
