Senior Named Account Manager

Accountabilities

New Business Development: Identify, research, and proactively engage prospective enterprise customers across Brazil to generate new business opportunities and expand market penetration.
Territory Management: Develop and execute strategic territory plans to identify high-potential accounts, prioritize prospects, and achieve ambitious sales and revenue targets.
End-to-End Sales Management: Own the complete enterprise sales cycle, including prospecting, opportunity qualification, introductory meetings, product demonstrations, customer consultations, negotiations, and contract closing.
Strategic Account Management: Manage existing customers within the assigned territory, strengthen relationships, identify expansion opportunities, and increase customer investment in cybersecurity solutions.
Executive Engagement: Build trusted relationships with senior stakeholders, including Chief Information Security Officers (CISOs) and other cybersecurity decision-makers, to understand business priorities and position relevant solutions.
Value-Based Selling: Communicate the business value of premium cybersecurity products, aligning solutions with customer needs, security objectives, operational challenges, and risk management priorities.
Channel Partner Collaboration: Work closely with channel partners and resellers to generate qualified opportunities, accelerate new customer acquisition, and drive incremental revenue.
Pipeline Development: Maintain a strong and measurable sales pipeline through consistent prospecting, opportunity management, and proactive follow-up.
Sales Forecasting and Reporting: Provide accurate forecasts, pipeline updates, account insights, and performance reports to management through regular one-to-one meetings, team discussions, and reporting processes.
Cross-Functional Collaboration: Coordinate with internal teams to support customer engagements, product demonstrations, commercial negotiations, and successful sales execution.
Continuous Learning: Complete required product training, certifications, assessments, and internal development activities to maintain strong product knowledge and sales effectiveness.
Travel and Customer Engagement: Conduct face-to-face meetings with customers and prospects, travel when required for key accounts, and adapt working hours when necessary to support customers across different time zones.
Requirements
Extensive enterprise sales experience: Ideally 15 or more years of experience selling cybersecurity solutions in the Brazilian market, with a demonstrated ability to develop new business and manage complex enterprise accounts.
Fluency in Brazilian Portuguese and English: Excellent verbal and written communication skills in both languages, enabling effective engagement with local customers and international colleagues.
Cybersecurity industry knowledge: Strong understanding of cybersecurity solutions, enterprise security challenges, and the business value of protecting organizational data, communications, and digital environments.
Executive-level relationships: Established relationships with senior cybersecurity decision-makers, particularly CISOs and other enterprise security leaders, are highly desirable.
Proven sales performance: A consistent track record of meeting or exceeding sales targets, generating new business, and delivering sustainable revenue growth.
Full sales-cycle expertise: Demonstrated experience managing complex enterprise sales processes from prospecting and qualification through product demonstrations, negotiation, and closing.
Value-based selling capabilities: Strong understanding of consultative and value-based sales methodologies, with the ability to articulate the differentiated value of premium solutions.
Channel sales experience: Proven ability to work effectively with resellers, channel partners, and other indirect sales stakeholders to generate opportunities and increase revenue.
Strategic account and territory planning: Ability to identify market opportunities, develop account strategies, prioritize prospects, and maintain a healthy sales pipeline.
Strong communication and negotiation skills: Excellent interpersonal abilities, commercial judgment, presentation skills, and confidence engaging stakeholders at different organizational levels.
Organization and accountability: Strong time-management, planning, forecasting, and reporting skills, with the ability to manage multiple opportunities and competing priorities independently.
CRM proficiency: Experience with Salesforce or comparable customer relationship management systems is an advantage.
Education: A bachelor's degree or equivalent professional experience is required.
Remote collaboration: Ability to work effectively within a distributed, international team while maintaining a proactive, collaborative, and results-oriented approach.
Travel flexibility: Willingness to travel for customer meetings, key accounts, and other business requirements.
Adaptability and teamwork: A positive attitude, intellectual curiosity, and willingness to share successful sales practices and contribute to collective team performance.
Benefits
Competitive compensation: Attractive compensation aligned with the seniority and responsibilities of the role.
Comprehensive benefits package: Access to a broad range of employee benefits designed to support professional and personal well-being.
Flexible work environment: Remote working arrangements with flexibility to organize your work effectively around customer and business needs.
Career development: Opportunities to strengthen your enterprise sales expertise, expand your cybersecurity knowledge, and pursue long-term career goals.
Recognition and rewards: Ongoing recognition of individual contributions, sales achievements, and meaningful business impact.
Wellness and community initiatives: Annual wellness and community outreach days to support personal well-being and social engagement.
Global collaboration: Opportunities to connect with international colleagues, exchange expertise, and build a professional network across markets and time zones.
High-impact sales opportunities: Work with enterprise customers and senior decision-makers on complex cybersecurity challenges.
Professional growth: Join an expanding sales organization where initiative, accountability, and strong performance are valued.
Inclusive culture: Be part of a collaborative workplace that values diverse backgrounds, perspectives, professional development, and equal opportunity.
Autonomy and ownership: Take responsibility for your territory, develop your sales strategy, and make a measurable contribution to business growth.