Territory Account Manager

Job Description

Territory Account Manager

Cyber Security is a big deal. It’s in the news, growing rapidly, critical for every company, and our specialty. Imperva is a cybersecurity leader that delivers best-in-class solutions to protect data and applications on-premises, in the cloud, and across hybrid environments. Our customers include leading enterprises, government organizations, small businesses, and service providers. Our team strives to be a world-class, profitable growth company executing on our strategy, delivering on our outcomes, living our values, developing as leaders and having some fun along the way.

Opportunity:

Reporting into the Regional Sales Manager, the Territory Account Manager is directly responsible for Imperva’s mid-market clients in a designated territory covering accounts in the United States. This role will be the main focus of Imperva’s high energy, high velocity team of Mid- Market sales professionals leveraging their experience to methodically screen the market for new sales opportunities, utilizing a deep understanding of emerging industry trends and broadening network of industry contacts through customer referrals, use of social media, marketing events, etc.

This is a classic “hunter” role demanding resilience and self-drive benefiting a sales professional who enjoys and prefers a high risk, high reward comp model. Through account strategy and execution, the commercial rep will apply a broad knowledge of the organization's services, products, and sales strategies to drive revenue. This highly visible and impactful role will work in tandem with Sales Engineers and Channel Partners to successfully develop and service all customers or prospects within their respective market segment.

Responsibilities:

• Knowledge of navigating business organization structures, buying influences and purchasing processes
• Target Account planning and developing account-specific value propositions
• Achieve monthly, quarterly, yearly revenue goals, and defined objectives. Provide weekly forecast metrics and updates to direct manager
• Partner with internal stakeholders (Sales Engineers, Channel Partners/VARs, Marketing, Legal, etc.) to best serve clients and close business
• Make expansion/cross-sell proposals
• Negotiate and close deals, capturing and sharing customer and competitive insights using SFDC
• Work closely to provide feedback, plan and execute high impact demand generation activities
• Serve as the point of contact to all accounts in territory
• Maintain accurate customer relationships and knowledge base in management systems
• Provide product demos remotely
• Experience selling enterprise software licenses / SaaS / On-premise & virtual products
• Experience participating in customer discovery/technical calls that expedite the sales cycle
• Might request occasional travel and out-of-hours activities

Characteristics and Qualifications:

• Minimum 3 years of sales experience
• Bachelor’s degree preferred
• Demonstrated success navigating complex sales cycle
• Must have excellent written, verbal, and interpersonal communication skills and present a professional image in person and over the phone
• Must maintain a positive attitude, be a self-starter, dependable and take pride in work product
• Demonstrated ability to take the initiative to get things done and work collaboratively with others; strong team player
• Efficient, organized, and have the ability to set priorities and meet deadlines; able to work independently
• Strong organizational and time management skills; ability to work with a high sense of urgency within established timelines, exercising consistent follow-through/follow-up when necessary
• Trusted to handle details of a highly confidential and critical nature and use excellent judgment at all times.
• A meticulous eye for detail, accuracy, high standards of presentation, and the ability to anticipate, react and thrive in an ambiguous environment

Our Company:
Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of your business. Learn more: www.imperva.com, our blog, on Twitter.

Rewards:
Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. The anticipated base salary range for this position is $75,000 - $112,000. The salary offered will be determined based on the candidate’s experience, knowledge, skills, other qualifications, and location. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers
Legal Notice:
Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.
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