Account General Manager (AGM) - Pacific

  • Category: Sales & Business Operations
  • Team: Sales
  • Location: Canberra, ACT

Description

Position at Trustwave

As a recognized global cyber defender that stops cyber threats all day, every day – we enable our clients to conduct their business, securely.

Trustwave detects threats that others can’t see, enabling us to respond quickly and protect our clients from the devastating impact of cyberattacks. We leverage our world-class team of security consultants, threat hunters and researchers, and our market-leading security operations platform, to relentlessly identify and isolate threats with the right telemetry at the right time for the right response.

Trustwave is a leader in managed detection and response (MDR), managed security services (MSS), consulting and professional services, database security, and email security. Our elite Trustwave SpiderLabs team provides award-winning threat research and intelligence, which is infused into Trustwave services and products to fortify cyber resilience in the age of advanced threats.



Role

The Account General Manager (AGM) has ultimate relationship and engagement accountability for small number of Trustwave’s high value accounts. In doing so the requirement will broadly be to manage the client relationship and oversee delivery of high value consulting projects at key clients, building strong client relationships resulting in growth in revenue and market share within those accounts.

This challenging leadership role will require you to be a salesperson, a trusted cybersecurity advisor, a people manager, a project manager and a mentor.

This role in specifically focused on key Federal Government clients, located in Canberra. 

This role presents a unique opportunity for the right candidate, to lead our fastest growing client accounts.  You will also have an opportunity to work alongside some of Australia’s most experienced and successful cyber security thought leaders, doing work that you really care about.

The AGM will have accountability for order intake, revenue and gross margin targets for designated clients in their assigned portfolio and will be assigned KPIs based upon the growth of designated financial and client satisfaction metrics.

The AGM will report directly to the General Manager for Pacific, giving them exposure at the national level and the ability to collaborate on many internal and customer facing engagements, so working with other team members beyond CPS and across all our offices in Australia will feature.

Responsibilities

Business Development & Account Management

  • Develop and manage enterprise accounts within assigned region, territory, or vertical/industry. Knowledge and experience of working in a specific industry is desirable.
  • Understand the latest trends, developments, solutions, and customer needs in the threat landscape for the assigned vertical / industry.
  • Educate client on latest trends, insights, and changes in the market, and share latest developments in the Trustwave portfolio.
  • Act as a long-term liaison and trusted consultant by understanding client’s needs through continual engagement with client throughout product lifecycle and delivery of service offering, building relationships through client interactions.
  • Sell Trustwave services and products, including MailMarshall, DBSS, Managed Threat Detection & Response, and identify and create opportunities for Consulting and Professional Services engagements where possible.
  • Meet or exceed quarterly book of business sales quota.
  • Ownership and successful management of the Account(s) P&L and overall relationship with customer and be the point of contact for a portfolio account.
  • Develop and manage pipeline of additional opportunities within the Account portfolio and forecast portfolio P&L on a monthly basis.
  • Ensure the provision of appropriate business information for decision-making and control to relevant teams in Trustwave, including the product teams, to ensure the development of highly targeted and relevant product updates.
  • Negotiate contracts, build customer rapport, ensure customer satisfaction, drive renewals, and identify growth opportunities through upsell / cross-sell.
  • Provide appropriate account and opportunity pipeline tracking and reporting as required leveraging Salesforce.com and Excel.
  • Sales Responsibilities include account(s) / pipeline management, opportunity identification, analyzing IT security requirements of enterprise clients, selecting appropriate Trustwave solutions, leading PoCs, demonstrations, client workshops and presentations, quotes / pricing, and other proposal development activities.
  • Collaborate with the Trustwave marketing team in order to identify opportunities to build our market presence and brand recognition in the Pacific region. Where appropriate, participate in public facing events (media, conferences, networking etc)
  • Work closely with the Director, CPS Sales Partnership to support cross-sell and up-sell initiatives that seek to take existing CPS projects and clients and build them into larger and broader client relationships.

Quality Assurance

  • You will be responsible for working with your peers in the CPS Leadership Team to enhance and improve our QA approach for consistent quality of deliverables
  • On occasion you will be responsible for reviewing and approving high-sensitivity and/or high-value deliverables and proposals prior to client delivery.
  • Ultimately you will be accountable for the overall quality of all project deliverables for your designated client(s).


Knowledge and experience

  • 10+ years selling into enterprise level organizations with a strong history of success. Cybersecurity experience is highly desirable.
  • Extensive experience selling to CXO personnel and proven understanding of managing a portfolio of accounts
  • Experience and ability to communicate meaningful and waffle-free security concepts through written and verbal means.
  • Ability to solve high level complex problems for clients and staff matters that can’t be resolved directly by the State Director or Managing Consultant.
  • Superior negotiation skills at CXO level
  • Validated and successful sales background developing a business strategy and multi-year business plan, collaboration, partnership, and delivery of client success
  • Experience maintaining a multi-million-dollar quota preferred
  • Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists; interpret instructions furnished in written, oral, diagram, or schedule form
  • Keen eye to understand in detail the needs of each account and identify opportunities beyond ongoing / existing engagements
  • Proven entrepreneurial / self-starter mindset
  • Experience in managing key account relationships, driving customer satisfaction, and upsell / cross-sell in order to achieve account growth
  • Experience with CRM systems, preferably Salesforce.com
  • Excellent sales and presentation skills both in person and via phone, email, and web-conference
  • Ability to articulate complex technology concepts to a technical and non-technical audience
  • Demonstrates ethical behavior and fair competitive practices.
  • Able to foster strong internal relationships.
  • Understands the sales lifecycle and navigates it tactfully with planned strategy, upholding Trustwave's values and mission.

Education

  • Relevant qualifications / certifications surrounding your security, leadership and high level management capabilities.
  • Certifications / qualifications are nice to have but what we really care about is what you know, and who you are. How you came to know it - whether via formal education, industry training and certification, self-study, or the school of hard knocks - will be a good discussion point, but we don't necessarily favour one over the other.
At Trustwave, everyone's experience is valued. We advocate Diversity of Thought, using diversity of experiences and perspectives to innovate and solve real world problems. Our people have studied at different universities, are self-taught, have worked in different companies in Australia, and around the world. Whoever you are, be comfortable, be different, be you, with us. Join Trustwave and together we’ll solve the cybersecurity challenges of today and into the future.

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Trustwave is an Equal Opportunity Employer of Minorities, Females, Protected Veterans, and Individuals with Disabilities.

Trustwave is a leading cybersecurity and managed security services provider focused on threat detection and response. Offering a comprehensive portfolio of managed security services, consulting and professional services, and data protection technology, Trustwave helps businesses embrace digital transformation securely.Trustwave is a Singtel company and the global security arm of Singtel, Optus and NCS, with customers in 96 countries.

To All Agencies: Please, no phone calls or emails to any employee of Trustwave outside of the Talent Acquisition team. Trustwave policy is to only accept resumes from agencies via the Trustwave Agency Portal. Agencies must have a valid fee agreement in place and they must have been assigned the specific requisition to which they submit resumes, by the Talent Acquisition team. Any resume submitted outside of this process will be deemed the sole property of Trustwave and in the event a candidate is submitted outside of this policy is hired, no fee or payment of any kind will be paid.