Account Manager

Summary

Join Anomali's European enterprise sales team as a Regional Account Manager, focusing on the Netherlands, Nordics, Benelux, and select Southern European accounts. This role involves developing and executing a go-to-market strategy, building and maintaining client and channel relationships, and exceeding sales targets. You will be responsible for the full sales cycle, working closely with internal teams and partners. The position requires significant experience in enterprise cybersecurity sales, a proven track record of success, and strong communication and negotiation skills. Anomali offers a dynamic work environment, uncapped commissions, and a comprehensive benefits package.

Requirements

• Minimum of 5 years of direct enterprise cybersecurity sales / regional management experience in the Neterlands/Nordics, based out of the UK
• Proven track record in significant over-quota achievement and demonstrated career stability in enterprise sales
• Experience of selling into several verticals, especially financial services
• Successful in driving growth in the region of at least 30% y/y consistently
• Full life cycle solution selling. Experience with SaaS enterprise security products preferred
• Strong and systematic experience in selling 6 & 7 figure deals to Global 2000 / FTSE 200 / biggest accounts in the region
• Domain experience in Cyber Threat Intelligence, cyber related domain experience in SIEM, SOC, Big Data, Cloud, SOAR, NDR or EDR
• Experience in a fast growth pre-IPO business in a similar phase of growth to Anomali
• Proven and consistent hunting skills, 5 + years in an enterprise hunting / closing new business role is required. Experience in target account selling strategy
• Proven ability to generate 3x pipeline and strong closing skills
• Bachelor’s Degree in business or technical domain is required
• Ability to connect with all individuals at all levels, C-Suite to analyst
• Consultative sales approach – ability to uncover value by identifying customer pain points and understand information security concepts and approaches. Experience of value selling methodologies
• Gravitas – needs to be comfortable dealing with CISO level engagements and have an extensive existing network of enterprise cybersecurity contacts within the territory within the end-user but also within the channel / ecosystem
• Strong work ethic, ability to adapt to rapidly changing environments, self-starter, high energy, passionate mindset
• Curious / strong desire to self-learn new technology and ramp quickly
• Entrepreneurial and creative business approach
• Strong but balance personality with high integrity and work ethic, checked ego, non-political, ability to self-analyse and self-motivate. Positive energy, collaborator, winner attitude. Brings solutions, not problems
• Strong relationship builder externally and internally
• Enthusiastic and effective communicator. Excellent presentation skills (oral and written) for communication of complex solutions, business benefits, customer journey, and more. Excellent written and verbal communications skills
• Strong public speaker – track record of speaking and evangelizing at industry events
• Strong negotiation skills, including managing legal contract negotiations
• Strong pipeline management and forecasting skills
• Analytical – data-driven in approach to decision making
• Languages: English (fluent oral and very high standard in written)
• Home office based – experience of working successfully in this way

Responsibilities

• Assist in developing a regional territory go-to-market plan with the VP, EMEA, incorporating a sales, marketing and channel plan with execution milestones
• Although initially a ‘new business hunting’ enterprise sales role, the Account Manager will work in close partnership with the broader EMEA team
• Actively participate in all areas of the regional business. Build and drive the sales motion for the territory, establishing and maintaining all client and channel relationships
• Above all else, be accountable for results to exceed sales targets for the territory on a regular basis
• Represent Anomali as a figurehead for the territory. Evangelize to the market and partners. Host key industry and Anomali events for the territory
• Work closely with our strategic customers to be their advocate in Anomali for additional needs, identifying new business opportunities, and ensuring smooth and on-time renewals
• Work with the customer success team to develop strong regional Anomali customer advocates who can be an important part of our sales motion / GTM and create up-sell
• Travel as required across the territory, either working directly with end-users or with channel / eco-system partners. This could include regular planned trips within the territory
• Build and communicate consistent, accurate forecast information weekly, monthly and quarterly, giving the VP EMEA and CRO excellent visibility into the territory’s pipeline
• Develop an Anomali eco-system within the territory with key decision makers, influencers and partners. Find and develop ‘lighthouse accounts’ for the territory
• Work closely with the channel team to evolve the partner channel both in terms of select SIs, VARs, distributors and technology partners to drive maximum value and incremental pipeline growth for the territory
• Exceeds assigned sales quotas in designated territory
• Responsible for the development and performance of all sales activities in assigned markets
• Provides accurate reporting and forecasting for the territory
• Establishes plans and strategies to expand the customer base in the territory

Preferred Qualifications

• Salesforce experience preferred
• Dutch or other regional languages preferred

Benefits

• Competitive Salary
• Medical
• Private Healthcare Plan
• Dental Plan
• Optical Plan
• Paid Public Holidays
• Accrued Paid Time Off – 25 days