Key Account Manager

Enea AdaptiveMobile Security is hiring As cybersecurity threats and use of mobile communications continue to grow, we are on a mission to ensure that networks and traffic are protected and optimized. We support more than 100 of the world’s largest mobile operators and 4.5 billion subscribers every day, and we are challenging traditional vendors with our innovative best of breed software to make the most of 5G.

The Key Account Manager (KAM), South East Asia is responsible for qualifying sales opportunities, developing sales pipeline, managing the sales cycle and achieving revenue goals, assisting with the development and execution of the company’s strategies and results of a specific large account in the region. This position is responsible for the sale of Enea’s products and services to a key account in APAC; this includes managing key customer relationships and addressing their needs and issues through a thorough understanding of their customers’ business. The KAM will develop and maintain relationships with key commercial and technical decision makers, influencers and contacts within the account through multiple levels up to SVP and CxO. This person must have exceptional communications skills including the ability to effectively communicate the business impact of Enea’s technology.

The KAM plans and directs all sales activities including planning and implementing forecasts; establishing short and long-term goals to meet the department’s overarching sales strategy and objectives.

**Essential Duties and Accountabilities**
- Identify, qualify and close new and upsell sales opportunities to generate sales revenues that meet or exceed assigned goals
- Develop a strategic account plan to deliver sales targets in accordance with Enea AdaptiveMobile Security product strategy.
- Manage and meet quarterly and annual quota targets for the account
- Responsible for all goals and quotas as assigned by Sales Management
- Provides consistent quarterly bookings/revenue performance.
- Prioritize activities and resources accordingly in order to achieve sales targets and goals.
- Provide accurate forecasting of revenues and bookings; prepare recurring sales forecasts, e.g.: pipeline/funnel/forecast reports, etc.
- Ability to travel 25%+ of the time for face-to-face customer meetings.
- Build long term partnerships with the customer
- Ensure there is regular communication with the customer
- Conduct introductory and high-level presentations
- Work closely with Systems Engineering to identify and scope opportunities and to deliver technical and roadmap updates and RFx responses
- Negotiate deals directly with central and/or local Procurement including detailed pricing strategies and contract drafting.
- Drive/lead resources used to support the sales process, e.g. engagement with Systems Engineering, managing RFP responses and bid management, proposal development and delivery, expert presentations, collateral development
- Deliver timely technical and administrative product and solution information to create long-term, on-going business relationships and set the stage for future opportunities
- Articulate account and market insights to Enea Executives, Sales management, Marketing and Product Management.
- Work with the Marketing Team for Lead Generation and marketing activities
- Maintain accurate and current database records of contacts, activities and sales potential.
- Lead a cross-functional team through focused planning and communication through the successful execution of the sales cycle
- Ensures that all functions provide post-implementation support to assigned customer; serve as a point-of-escalation for issues or activities that the customer encounters during services utilization.
- Engage with Global Support team and Engineering on the timely resolution of critical issues.
- Maintain a thorough understanding of Enea AdaptiveMobile Security’s competition through regular study and evaluation. Share competitive intelligence with and obtain this knowledge from product management to help improve the quality and positioning of Enea solutions.

**Skills and Competency Requirements**
- Must be self-motivated and able to hunt for new and upsell opportunities within the account.
- Demonstrates a willingness to take action on problems or opportunities without encouragement; possesses the desire and willingness to push toward achieving a desired goal or end-state without suggestions or prompting from others.
- Demonstrated ability to achieve or exceed aggressive growth targets.
- Demonstrated ability to lead and work collaboratively with cross-functional team members; ability to get results through others; able to influence and pull teams together to meet account goals.
- Possesses strong deductive reasoning skills and be capable of thinking through problems in a systematic and logical manner; identify consequences and implications.
- Ability to adjust strategies and realign priorities in a continually changin