Account Manager

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

The Commercial Account Manager role is responsible for managing client retention cycles, working with Account Executives to execute account growth plans, and collaborate with CSM to maintain high levels of client satisfaction. This position will be located at the OPSWAT Global headquarters in Tampa Florida. Your responsibilities will include the development and implementation of account retention and expansion plans to secure and grow deployments of our MetaDefender platform. You will build the right relationships inside your accounts, know how to leverage company resources to the fullest, and negotiate and close retention and growth opportunities. You will work closely with the territory Account Executives to uncover and collaborate on growth opportunities within your accounts. The ideal candidate will have previous experience as a member of a collaborative sales team, a track record of exceeding sales quotas, and a knack for learning technology.

This position is onsite, Monday - Friday, in our Corporate office in Tampa, FL; hybrid or remote work not offered for this position.

What You Will Be Doing

• Support in building and executing account retention plans for assigned accounts to reach retention goals.
• Understand each client's current value propositions and be able to speak intimately about their current and future needs and requirements.
• Develop trusted relationships with clients to protect ongoing revenue streams.
• Leverage Solution Engineers and Customer Success to coordinate regular account reviews with clients and provide strategies to maximize ROI.
• Effectively articulate financial ROI/TCO value and build value throughout the renewal negotiation process.
• Maintain extensive and accurate account and opportunity level detail in Salesforce CRM, including account retention plans, client engagement activities, sales inhibitors, etc.
• Leverage all cross-functional resources to achieve your retention quotas: including Executive leadership, Account Executives, Solution Engineers, Customer Success, Field and Event Marketing, Sales Operations, and others.
• Forecast and report revenue projections to management and deliver a predictable pipeline to drive forecast accuracy.
• Overachieve on annual quota, measured quarterly.
  
  
  

What We Need From You

• 1 - 2 years successfully selling technology products and solutions in a B2B environment.
• A bachelor's degree, preferably in a business or technical discipline OR equivalent experience.
• A successful record of accomplishments managing client accounts.
• You are comfortable working through structured retention cycles as well as working with Account Executives to develop and execute tailored account retention plans.
• You have an innate passion to learn. We are constantly seeking to better understand each client’s security position, needs, and strategies.
• A roll-up-the-sleeves mentality ready to help others and drive success throughout the entire sales organization. We never learn alone.
• An active listener and have excellent presentation skills. You can effectively communicate with both technology users and senior business executives and are comfortable articulating the technical and business value of the MetaDefender platform.
• Ability to set goals, prioritize tasks, and achieve success with minimal oversight.
• Accurately maintain your pipeline and provide updated forecast to management.
• Ideally, someone who possesses a fundamental understanding of security threats, solutions, and security tools.
• Highly competitive, can ramp quickly, are extremely adaptive, and pride yourself on exceeding sales goals.
• Able to travel as necessary to your assigned accounts, and to company meetings.
  
  
  

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.

Recruiting Agencies: we do not accept unsolicited resumes from third party agencies for any of our open positions. To submit resumes for our jobs, there must be a recruiting contract approved by our legal team and endorsed by both parties. We are currently not accepting additional 3rd party agencies at this time.