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Account Manager at Venafi
United States of America

The Opportunity: 

Due to our fast growth, Venafi is urgently looking for a highly motivated Customer Account Manager. Venafi is a rapidly growing cybersecurity organization, and the leader in managing, securing and protecting Machine Identities, the cryptographic keys and digital certificates that every organization depends on to improve security, increase operational efficiency and achieve better compliance. 
The Customer Account Manager will manage all renewal and potential expansion sales activities for a defined list of existing customers in a given territory. He/she will manage all sales activities and own an existing and new revenue (ARR – Annual Recurring Revenue) target for his/her defined list of existing accounts. The position involves:

  • Managing renewals
  • Driving expansion and adoption of Venafi’s software and services.
  • Executing sales cycles following the Venafi Playbook and Sandler sales techniques.

To achieve this and increased adoption of Venafi software and services, Customer Account Managers must have strong skills and experience educating and building relationships at executive and technical levels.  Experience in selling complex solutions in complicated customer environments, directly or through reseller partners is also of value.

Key Result Areas: 

  • Drive renewals and new revenue (ARR) in a list of existing accounts directly and through Venafi channel partners.
  • Drive adoption of enterprise agreements to ensure long term relationships and maximum contract value.
  • Educate executive and technical level contacts to get sponsorship on Machine Identity Protection projects. Strong focus on relationship building with executive decision makers.
  • Build trust and credibility at multiple levels in existing customer accounts.
  • Guide new prospects in the existing accounts through a methodical sales process (following Venafi Playbook) to facilitate decisions.
  • Ensure customer success with Venafi solutions.
  • Maintain accurate CRM information.
  • Collaborate with other team members in Venafi’s Sales team, support, and services to foster a strong sense of community and information sharing.
  • Travel as necessary to client locations (approximately 10% or less).

Minimum Skills and Experience required:

  • Minimum 5 years enterprise software sales experience to G5000 companies.  
  • Proven success in renewing contracts with existing customers.
  • Proven ability to sell enterprise level software.
  • Proven ability to educate, build and maintain relationships with executive decision makers.
  • Proven track record of exceeding software sales targets.
  • Excellent critical thinking & analytical skills a must.
  • Excellent communications and presentations skills a must.
  • Excellent execution skills a must.
  • Strong ability to write and create content in Word, Excel and PowerPoint.
  • Proven ability to manage complex sales cycles.
  • Experience selling a subscription software model.

What sets you apart:

  • Security software sales experience.
  • PKI knowledge or experience.
  • Named, global or large enterprise account management experience.

About Venafi:

Venafi is the cybersecurity market leader in machine identity protection, securing machine-to-machine connections and communications. Venafi protects machine identity types by orchestrating cryptographic keys and digital certificates for SSL/TLS, IoT, mobile and SSH. Venafi provides global visibility of machine identities and the risks associated with them for the extended enterprise—on premises, mobile, virtual, cloud and IoT — at machine speed and scale.

Venafi puts this intelligence into action with automated remediation that reduces the security and availability risks connected with weak or compromised machine identities while safeguarding the flow of information to trusted machines and preventing communication with machines that are not trusted. Internally, we have an exceptional culture built around our core values comprised of honesty, transparency, leading by example, awareness, risk taking, and team before self.

Come join us!