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Territory Account Manager

Overview

Pulse Secure is a Great Place to Work-Certified and is a company built by exceptional people who are focused on learning, collective growth and making their customers successful.

Pulse Secure provides easy, comprehensive software-driven Secure Access solutions that provide visibility and seamless, protected connectivity between users, devices, things, and services. Our suites uniquely integrate cloud, mobile, application, and network access to enable hybrid IT in a Zero Trust world. Today, more than 80% of the Fortune 500 and over 20,000 enterprises (and 18M end-points) and service providers across every vertical entrust Pulse Secure to empower their mobile workforce to securely access applications and information in the data center and cloud while ensuring business compliance.

The Territory Account Manager will be responsible for all sales of all Pulse Secure products in an assigned geographic area. This candidate must be able to forge and grow new relationships within the customer base via direct touch and through our channel partners to drive revenue growth. 

Your Impact

  • Deliver the revenue target for your assigned territory
  • Build sufficient pipeline coverage to support your revenue target (3-4x)
    • Drive revenue growth by establishing new logos, as well as upselling and cross-selling to existing customers
    • Key Accounts
      • Develop and execute account plans for your key customers and prospects
      • Build relationships with economic buyers and senior influencers in your key accounts
      • Create demand and/or identify major projects within the largest accounts
    • Territory
      • Develop and lead sales campaigns, plans and strategies within your broader assigned territory
      • Identify and develop new opportunities across the territory.
  • Teaming and collaboration
    • Effectively leverage all available resources, in a qualified manner
    • Be accountable for driving success across all aspects of your territory
    • Provide leadership and direction to your peers (product group, engineering, marketing etc) in relation to your territory
    • Facilitate executive relationships within your key accounts and partners to assist in driving pipeline and revenue
    • Team with authorized channel partners on sales opportunities leveraging their capabilities where appropriate     
    • Partner closely with technical resources to ensure technical excellence in all positioning, competitive analysis, proposals, and exchanges
    • Be active in reinforcing the positive culture across the Pulse team
  • Housekeeping
    • Provide customers and partners with pricing and configurations to meet their needs as required
    • Ensure compliance with Pulse Business Controls
    • Forecast and report activity accurately in line with expectations 
    • Regularly update Pulse CRM systems to ensure that opportunities and pipeline are accurately reflected
    • Ensure you remain enabled and certified (where available) on Pulse Secure portfolio.

Your Experience

  • Must be based in Singapore; Singapore PR or EP only please. 
  • Willing and able to travel regularly (3-4 trips per month)
  • 5-10 years direct touch sales experience in the ASEAN region with a demonstrable record of over-achievement
  • A strong network of relevant executive and senior influencer relationships within key customers, SIs and resellers in ASEAN    
  • Experience selling complex software-based solutions such as network security (Intrusion Detection, Firewall, VPN, and related technologies)
  • Able to build and execute an account plan which factors in a total systems-based security approach 
    • Large, complex deal management 
    • Experience in applying solution-selling methodologies to maximize corporate revenue growth
  • Excellent interpersonal, communication and presentation skills 
    • Able to communicate effectively at C level in the context of broader business initiatives and challenges
    • Adept at communicating with a largely technical audience
  • Personal
    • Proactive and self-starting, with ability to coach and lead others
    • Goal orientated and takes ownership
    • High attention to detail

 

 

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