ZeroFox seek's a proven, customer-focused and results-driven Manager, Account Management to help the team reach targeted revenue goals. Reporting directly to the VP, Account Management, the role will direct all development, strategic and tactical aspects of the team of Associate Account Managers. The selected candidate will be a leader and closer who is passionate about growing and developing account managers who are early in their career. This role will be fanatical about creating memorable customer experiences. Successful applicants will work closely with the Sales, Marketing, Product Management and Customer Success teams to ensure we are providing value-added, long-term solutions for our customers. The abilities to both roll one’s sleeves up as a Player/Coach while leading a team through the evolving needs of our market and growing customer list are critical.
Role and responsibilities:
- Oversee, recruit, develop, manage, and motivate a team of Associate Account Managers
- Direct the team to build and expand relationships with existing customers
- Develop strategy for the retention and growth of the existing customer base
- Lead and facilitate sales initiatives
- Provide coaching around sales process and pipeline development
- Help the team manage and grow relationships to drive expansion and renewals across all solutions within assigned accounts
- Provide feedback to stakeholders regarding service failures or customer concerns
- Help the team identify roadblocks and obstacles to increasing business
- Maintain expert knowledge of ZeroFOX’s systems and processes
- Minimize churn and maximize renewed accounts
- Ensure the team takes ownership and drives customer satisfaction throughout the entire lifecycle of the customers’ renewal process
- Monitor activities, identify risks and implement initiatives to ensure attainment of revenue targets
- Conduct weekly pipeline and quarterly business reviews to ensure correct coverage that will exceed target attainment
- Develop appropriate training programs and implement best practices
- Enforce the team’s use of SFDC to effectively manage account information, contacts, opportunities, pipelines and forecasts
- Ensure the team presents tailored solutions to address account issues and challenges
- Report on sales strategies and pipeline regularly to the Executive Team
- Provide input for sales and marketing materials when needed
- Inform the ongoing SDLC to ensure customer requests are represented on the roadmap
- Serve as a point of escalation for customer issues and contract negotiation
- Individually manage key accounts on a consistent basis and provide overflow support as necessary
Requirements
- Demonstrated experience leading and expanding a sales function, preferably in Account Management, typically obtained in 5+ years.
- Proven track record of building, strengthening and expanding customer relationships, typically obtained in 5+ years
- Ability to drive team execution while influencing internal SMEs toward positive outcomes without direct authority
- Ability to identify and sell new revenue streams within customer accounts
- Ability to gain a deep understanding of our competitive landscape and differentiators, particularly as they relate to customer accounts.
- Strong customer orientation.
- Superior problem-solving skills and able to thrive when given opportunities to solve complex challenges.
- Excellent negotiation skills.
- Ability to juggle multiple initiatives in a rapidly changing environment.
- Fundamental understanding of security threats, solutions, security tools or network technologies.
- Familiarity with a variety of security concepts, compliance regulations, practices, and procedures.
- Outstanding verbal and written communication skills.
Desired Qualifications and Skills:
- Fluency in another language
- Professional sales training preferred.
- You don’t watch the clock and would rather work until you’re satisfied with your team’s results.
- You’re used to producing superior work while meeting aggressive deadlines.
- You’re highly competitive, ramp quickly, are extremely adaptive, and pride yourself on exceeding production goals.
- You learn best through practical application and exercise good judgment.
- You’re comfortable with a quickly growing team and company.
- As a self-starter, when you find a problem, you alert the team, and fix it…you don’t wait for the next task.
Benefits
- Competitive compensation
- Community-driven culture with employee events
- Regular catered lunches for in-office work; snacks, drinks available daily
- Generous time off
- Comprehensive health benefits & 401(k) plan
- Fun, modern workspace
- Respectful and nourishing work environment, where every opinion is heard and everyone is encouraged to be an active part of the organizational culture
About ZeroFox
ZeroFox is on a mission to make the internet safer for all. Innovation is at our core – we are relentless in the pursuit of finding new ways to disrupt external cyber threats on the surface, deep, and dark web. ZeroFox offers the only unified cybersecurity platform combining advanced AI analytics, digital risk and privacy protection, full-spectrum threat intelligence, and a robust portfolio of breach, incident and takedown response capabilities to protect customers from growing threats across the external attack surface. It’s a great time to join us in the Fox Den – with fresh private equity funding, expanding investments in AI, a people-first culture, and centers of excellence around the world, we’re growing like never before. If you’re looking for a mission-oriented, customer-focused, collaborative team and ready to take the fight to the adversary, apply to join us in the Den today.
Equal Opportunity, Diversity & Inclusion
We aim to build a team that represents a variety of backgrounds, perspectives, and skills. We embrace inclusion and ensure equal employment opportunity without discrimination or harassment based on race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender identity or expression, age, disability, national origin, marital or domestic/civil partnership status, genetic information, citizenship status, military or veteran status, or any other personal characteristic.