????  Founded in 2014, Shippeo is a French SaaS company leading the European market in helping shippers and logistics companies track their freight shipments in real-time to improve visibility throughout their end-to-end supply chains.

Relied on by global brands including Carrefour, Total, Schneider Electric, Faurecia, ThyssenKrupp, Saint-Gobain, Renault and Eckes Granini, Shippeo's platform helps customers track more than 10 million shipments per year across 70 countries.

Having already raised €71 million in funding, Shippeo is growing rapidly. The team has more than tripled in size to 200 within 2020 and the scaling is continuing throughout 2021. Our team of Shippians comprises 27 different nationalities, speaking a total of 29 languages.

We are looking to hire an experienced Account Manager to manage renewal cycles and upsell opportunities on our existing customer base. The Account Manager's responsibilities include growing the company's revenue by ensuring ARR increase on renewal opportunities,  identifying new business opportunities for key customers and detecting new revenue streams. The Account Manager will lead and be responsible for any commercial opportunity while aligning and coordinating with the Customer Success team. The portfolio of customers to manage includes about 40 accounts. You will report directly to the VP Sales EMEA.

Your main mission includes:

• Building a trusted and lasting advisor relationship with key accounts and executive sponsors while serving as the expert for your portfolio of accounts
• Working closely with the CSM team to understand and anticipate your clients’ needs, and then communicating and promoting Shippeo products and services to those key clients, based on that research and analysis
• Building a “land and expand” approach, to expand into your accounts through relationship building and new relationship acquisition
• Translating key needs into product offerings, working with other Shippeo teams to ensure that client needs are met
• Forecasting and tracking key account opportunities, assist CSM with high-severity requests and escalations
• Negotiating quotes, closing opportunities, and ensuring timely and successful revenue delivery

Preferred experience:

• You have 5+ years of experience in B2B software Account Management roles
• You have experience closing upsell and renewals deals up to 6 or 7 digit deal size
• You are a go-getter and you are comfortable developing high-level relationships within customer organizations
• You are an overachiever, you always go the last mile to close the quarter
• You’re a team player and you like to be challenged by your team and your customers
• You had exposure to rapid growth, fast growing companies and you already built things from scratch
• You are proactive and creative on new ideas and have a great sense of initiative
• You are completely fluent in French/English and German/English

What we offer:

• Perfect timing to join Shippeo as we’re experiencing fast growth in all continents!
• An entrepreneurial environment with a lot of autonomy and responsibilities
• A strong team spirit within an inspirational and multi-cultural team consisting of truly smart and highly motivated people
• Very competitive package
• Plenty of offsites, weekly beers and team parties

???? We have 4 values at Shippeo that are embodied by each Shippian:

• Ambition – Do not give up any challenge for Shippeo to become a global leader
• Commitment – To be demanding in order to achieve exceptional customer satisfaction
• Team Spirit – Foster teamwork with respect in a relaxed atmosphere
• Simplicity – Stay simple in our behavior and solutions 

Every Exelixis employee is united in an ambitious cause: to launch innovative medicines that give patients and their families hope for the future. In this pursuit, we know our employees are our most valuable asset. After operating in the challenging biotech sector for 25 years, we have a proven track record of resiliency in the face of adversity. The success of our lead product has provided a solid commercial foundation allowing us to reinvigorate our research efforts, and grow our team in areas such as Drug Discovery, Clinical Development and Commercial.

As we expand our global partnerships and further reinvest in R&D to help us discover the next breakthrough for difficult-to-treat cancers, we’re seeking to add talented, dedicated employees to power our mission.

Cancer is our cause. Make it yours, too.

Exelixis is a small biotechnology company that is looking for an entrepreneur that can autonomously manage a larger geography and would like to grow with the organization. Specifically, we are looking for an oncology sales professional. This will require a successful, self-motivated candidate with a proven track record to access and influence oncologists.  An Exelixis Oncology Account Manager will also need to help our company further refine the ways in which we compliantly interact with healthcare professionals while being a part of a team that embraces an atmosphere of healthy competition. This position will cover the Spokane area. 

ESSENTIAL DUTIES AND RESPONSIBILITIES: 
• Responsible for dissemination of clinical information about Exelixis’ products and services for patients to healthcare professionals including medical oncologists, oncology nurses, office managers, reimbursement manager, and pharmacists. The selling approach requires strong account based selling skills and clinical acumen
• Achieve sales growth in the territory, which results in exceeding sales expectations
• Effective territory management as it relates to targeting, frequency and messaging
• Must be able to establish and maintain relationships, trust and credibility with oncologists and total office personnel
• Must be viewed by oncology community as a resource and assist with product availability in hospitals and cancer clinics
• Must be willing to provide promotional conference attendance to institutions and office practices
• Must be able to compliantly educate physicians on the appropriate use of approved inhibitor
• Establish Exelixis’ positive reputation in key academic institutions and leading cancer centers
• Achieve all above objectives while operating inside of current compliance guidelines

EDUCATION/EXPERIENCE/SKILLS: 
Education:
• Master’s degree in related discipline and 5 years of related experience; or
• BS/BA degree in related discipline and at least 8 years of related experience; or
• Equivalent combination of education and experience

Experience:
• Minimum of three years of oncology sales experience
• Launch experience preferred

Skills:
• Representative – Relationship Management, Customer Focus, Team Work, Communication, Influence & Persuasion
• Ability to persuade by presenting complex clinical information
• Strong business planning a requirement
• Ability to work independently

#LI-AW1

DISCLAIMER

The preceding job description has been designed to indicate the general nature and level of work performed by employees within this classification.  It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.

We are an Equal Opportunity Employer and do not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.

What makes us Qlik

Qlik helps enterprises around the world move faster, work smarter, and lead the way forward with an end-to-end solution for getting value out of data. A Gartner Magic Quadrant Leader for 11 years in a row! Our platform is the only one on the market that allows for open-ended, curiosity-driven exploration, giving everyone – at any skill level – the ability to make real discoveries that lead to real outcomes and transformative changes. We are a Values-Driven organization, operating over 100 countries with 38,000 customers around the world. If you think we are interesting, please read on – we may be looking for you!

The Sales Organization

The Sales Organization in Qlik is the primary connection to our customers and prospects; focusing on driving revenue in new accounts and expanding our presence within existing customer accounts. Qlik’s Federal sales organization is a dedicated team of experienced Federal sales professionals focused exclusively on supporting the US Federal government with critical mission enabling data capabilities.

How you will spend your time as our next Named Account Manager – US Air Force & Combatant Commands

As part of our Federal Sales Team, you will:

• Independently identifying and acquiring new US Air Force and COCOM customers, in addition to up-selling to existing customer base in close cooperation with Qlik partners.
• Preparing and executing pilot and proof of concept events
• Managing contract negotiations to closure
• Building a sustainable pipeline for your assigned territory

To be considered for the role you must have the following skills and qualifications:

• You have 7+ years of successful software solutions sales experience
• 4+ years of selling software solutions to the DOD
• Excellent communication, listening, presentation, and writing skills
• An outgoing, focused and organized person with a strong will to succeed
• Four year degree or equivalent experience
• Excellent verbal and written English skills as the company language is English
• Experienced in selling to senior decision makers and the systems integrator community
• Bringing segment specific sales experience with you- Defense Agency or IC specific

Location/Mobility

• The role is based in the Washington, DC Metro area, Richmond, Virginia or Baltimore, Maryland

About Qlik

• Qlik Company Page – Who we are!
• Our Values at Qlik: Challenge, Take Responsibility, Move Fast, Teamwork for Results, Be Open and Straightforward
• Competitive Benefits package
• Flexible working environment
• Giving back is a part of our culture – we give you a day to change the world. In addition, we encourage our employees to participate in our Corporate Responsibility Employee Programs
• Learn about our Corporate Responsibility Program by visiting Qlik.org
• Check out our careers in R&D here.
• Check out our company page on Linkedin!
• Follow us on Instagram @lifeatqlik and @Qlik
• Check us out on Youtube!

Proof of full vaccination against COVID-19 will be required as a condition of employment in the US. If you receive an offer and are unable to get vaccinated for religious or medical reasons, you may request a reasonable accommodation prior to commencing employment.

When you join Turnitin, you'll be welcomed into a company that is a recognized innovator in the global education space. For more than 20 years, Turnitin has partnered with educational institutions to promote honesty, consistency, and fairness across all subject areas and assessment types. Over 16,000 academic institutions, publishers, and corporations use our services: Gradescope by Turnitin, iThenticate, Turnitin Feedback Studio, Turnitin Originality, Turnitin Similarity, ExamSoft, and ProctorExam.

Turnitin has offices in Australia, India, Indonesia, Japan, Korea, Mexico, the Netherlands, the Philippines, Ukraine, the United Kingdom, and the United States. Our diverse community of colleagues are all unified by a shared desire to make a difference in education. Come join us, and let's make change together.

As aAccount Manager, you will manage a portfolio of strategic customers in the UK&I Region.  Your objective is to manage the relationship such that the customer will achieve maximum value from our (software)services and upsell and cross sell our wider solutions portfolio. You will build, and proactively execute, account plans to achieve your objectives. In your contact with your customers you will nurture and grow the width and depth of the relationship, branching out to different departments and different contacts inside the institutions to enable full enterprise usage and allow for upsell and cross of our solution portfolio. You will be building and maintaining relationships across the organization, from the highest levels, Dean/ (vice)chancellors/Directors, to individual instructors. 

You will establish yourself as a thought leader and trusted advisor for your customers. You will be representing Turnitin to the customer and be the ambassador for your customers within Turnitin.

Responsibilities
 

• Ensure that your customer obtains the maximum value from our (software)services.

• Build, and execute upon, proactive account plans:

  • Identify opportunities for your customers to expand and increase the value they obtain from our (software) services and define actions to utilize these opportunities.

  • Identify risks for your customers that could jeopardize the value they obtain from our (software) services and define actions to mitigate these risks.

  • Be creative and proactive in ways to communicate to your customers to make sure your portfolio is constantly positively informed of the capabilities Turitin can offer.

• Gain and maintain complete knowledge of the functionality of our (software)services.

• Gain and maintain deep relevant knowledge of the EdTech industry that will allow you to act as a thought leader. 

• Collaborate constructively within the Turnitin organization in order to ensure optimal services to and support of your customers. 

• Ensure that accurate monthly, quarterly and annual forecasts are provided to your manager

• Essential

  • Strong experience in an account/relationship management or similar role

  • Strong interpersonal, communication and negotiating skills

  • Excellent problem solving and time management skills

  • Proven ability to work effectively with a team

  • Self-starter and motivated passionate personality that thrives in a fast-paced environment

  • Proven track record as thought leader in the UK&I education market

  • Proven ability to be a trusted advisor for complex customers in the EdTech industry on different levels.

  • 3+ years of commercial experience and a Bachelor's degree (Masters degree strongly preferred) from an accredited institution (or equivalent), and academic mindset and thinking level.

Our Mission is to ensure the integrity of global education and meaningfully improve learning outcomes. 

Our Values underpin everything we do.

• Customer Centric - We realize our mission to ensure integrity and improve learning outcomes by  putting educators and learners at the center of everything we do.
• Passion for Learning - We seek out teammates that are constantly learning and growing and build a workplace which enables them to do so.
• Integrity - We believe integrity is the heartbeat of Turnitin. It shapes our products, the way we treat each other, and how we work with our customers and vendors.
• Action & Ownership - We have a bias toward action and empower teammates to make decisions.
• One Team - We strive to break down silos, collaborate effectively, and celebrate each other’s successes.
• Global Mindset - We respect local cultures and embrace diversity. We think globally and act locally to maximize our impact on education.

Seeing Beyond the Job Ad

At Turnitin, we recognize it’s unrealistic for candidates to fulfill 100% of the criteria in a job ad.  We encourage you to apply if you meet the majority of the requirements because we know that skills evolve over time. If you’re willing to learn and evolve alongside us, join our team!  

Turnitin, LLC is committed to the policy that all persons have equal access to its programs, facilities and employment. We strongly encourage applications from people of color, persons with disabilities, women, and the LGBTQ+ community, regardless of age, gender, religion, marital or veterans status.

About Us:

Founded in 1983 and headquartered in San Jose of California, Ma Labs is a leading computer product distributor. The company's product line encompasses everything in the PC, including memory modules, CPUs, storage products, motherboards, multimedia, video graphic cards, communication products, notebooks, and Microsoft products. With 6 distribution hubs, Ma Labs is able to provide just-in-time services and ships orders to customers from the nearest hub.

For more information please visit our website at www.malabs.com 

At Ma Labs, you can build a career with meaningful work; create a positive and lasting impact on the business; and find the support and training you need to advance your career. As key contributors to our success, our Account Managers enjoy working in a business-casual, friendly environment that offers training, skill development, and an excellent work life balance.  As we are setting our goals for the continuous growth of the sales revenue, we have needs for goal-orientated and highly motivated sales people to join our sales team for the success! 

This position is temporarily work from home. We do offer the online and in-person sales training.

As an Account Manager, you will be a total solution provider and be responsible for:

• New business prospecting and development, including development of new customers on a domestic or international basis
• Generating new customer and sales leads, setting-up accounts, and controlling credit limits
• Participating in inventory allocation for products, coordinating with customers on payment, delivery schedule, RMA and related issues by phone or emails etc.
• Quoting and negotiating price with customers and with Product Managers
• Making discretionary judgment and suggesting and promoting products to customers
• Improving market share, generating business, and participating in the trade shows for promoting new products
• Cooperating with Purchasing and Marketing departments to set up promotional programs or bundles sales programs to meet customer needs
• Developing relationships and maintaining continuous contact with existing customers, obtaining feedback from existing customers, and assisting with resolution of customer issues or complaints
• Attending company periodical sales training and special technical training to attain sound product knowledge, technical knowledge, and deep understanding of competitors.
   

The ideal Account Manager will also have:

• Minimum of a Bachelor’s degree or equivalent
• Interest in building relationships
• Willingness to make cold calls
• Excellent verbal and written communication skills
• Strong analytical and negotiation skills
• Ability to make frequent independent judgment
• Great time management skills and attention to detail
• Ability to learn quickly and a great working attitude
• Interest in or prior deep knowledge PCs, or other technical areas.
   

As a member of our team you will enjoy:

• Base Salary 
• Sales Incentive Program
• Health Insurance (medical, dental, vision, other optional insurances)
• Paid Holidays, Paid Time Off and Paid Sick Leave
• 401(k) Program
• Employee Referral Program 
• Employee Discounts
• Employee Appreciation Events
• Solid Training Program for New Hires

Our EEOC Statement:

Ma Labs welcomes and encourages diversity and inclusion in the workplace. Ma Labs is committed to equal employment opportunity regardless of race, color, religion, sex (including pregnancy, childbirth, or related medical conditions), gender identity, gender expression, national origin, ancestry, citizenship, age, physical or mental disability, military or veteran status, marital status, domestic partner status, sexual orientation, genetic information, or any other basis protected by applicable law. Ma Labs is also committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any accommodations due to a disability, please let us know.

We are looking for a Partner Account Manager to join the Partnerships team. In this role you’ll be responsible for supporting and growing Procore’s partnerships within a defined industry vertical. You will enable our ISV and Referral partners, overseeing the development and management of both existing and new strategic partners. 

A successful Partner Account Manager will proactively drive partner strategy and engagement based on data-driven findings. You will work cross-functionally to drive partner success. You can establish priorities and successfully execute multiple projects with ease.

This position can be remote or located in our Carpinteria or Austin offices. We’re looking for someone to join us immediately. 

What you’ll do:

• Work closely with the appropriate Business Development Manager to understand the partner strategy for your industry vertical

• Establish and grow relationships with stakeholders throughout partner organizations to increase buy-in and investment in the Procore relationship

• Drive partner-sourced revenue through your book of business to exceed quarterly revenue targets

• Track and manage partner sourced sales opportunities alongside our sales teams to increase win rates, grow opportunity size and accelerate time to close

• Manage day-to-day partner relations and field requests from partners

• Work closely with the Partner Enablement team to facilitate, develop, and manage sales enablement and training plans to ensure partners are equipped to position products/solutions and compete effectively to meet revenue objectives

• Work closely with the Partner Marketing team to develop marketing opportunities with our partners

• Evangelize the partnership joint value proposition with marketing, sales and customer success teams to ensure awareness and collaboration

• Work closely with our Revenue Operations and Sales Enablement team to drive partner engagement into the value stream.

What we’re looking for:

• 3+ years of partner account management experience at a SaaS company 

• Past construction industry experience is a plus, but not required

• Proven exceptional written and verbal communication skills

• Self-starter that will proactively move priorities forward with minimal supervision

• Strong prioritization and time management skills

• Commitment to excellence, high integrity, high energy, and a team player

• Ability to quickly and thoroughly gain an understanding of the construction technology ecosystem

• Proficiency in Salesforce & Google Suite

If you'd like to stay in touch and be the first to hear about new roles at Procore, join our Talent Community.

About Us

Procore Technologies is building the software that builds the world. We provide cloud-based construction management software that helps clients more efficiently build skyscrapers, hospitals, retail centers, airports, housing complexes, and more. At Procore, we have worked hard to create and maintain a culture where you can own your work and are encouraged and given resources to try new ideas. Check us out on Glassdoor to see what others are saying about working at Procore. 

We are an equal opportunity employer and welcome builders of all backgrounds. We thrive in a diverse, dynamic, and inclusive environment. We do not tolerate discrimination against employees on the basis of age, color, disability, gender, gender identity or expression, marital status, national origin, political affiliation, race, religion, sexual orientation, veteran status, or any other classification protected by law.

Perks & Benefits

You are a person with dreams, goals, and ambitions—both personally and professionally. That's why we believe in providing benefits that not only match our Procore values (Openness, Optimism, and Ownership) but enhance the lives of our team members. Here are just a few of our benefit offerings: generous paid vacation, employee stock purchase plan, enrichment and development programs, and friends and family events.

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career

Our Inside Commercial Sales Team is an important driver of company revenue and growth. As an experienced and dynamic sales professional, you will be responsible for leading and driving sales engagements into assigned commercial accounts. In this role, you are motivated by the desire to solve critical challenges facing our customer’s secure environment, so you’re prepared to connect them with a solution for every stage of threat prevention.

You will be responsible for meeting and exceeding your quota by crafting and implementing strategic and tactical sales plans targeting deployments of the Palo Alto Networks Next-Generation Security Platform. This is a unique opportunity for a closer with a self-starter mentality to win business and market share by actively displacing competing technologies and further improving the security posture of existing customers. Oh, and did you say you love to sell? Because selling is what gets you out of bed every morning. This is not just a career – it’s a meaningful challenge that impacts our lives in the digital age.

Your Impact

• Prospect and sell into assigned commercial accounts
• Be the primary sales driver
• Managing a sales pipeline to deliver to quarterly/annual quota
• Strong discipline around managing sales stages and SFDC hygiene
• Deliver accurate weekly and quarterly forecast
• Create and execute a robust sales strategy to penetrate into new accounts and expand into existing accounts
• Build a fundamental understanding of cybersecurity threats, solutions, security tools or network technologies
• Stay updated on industry news and trends, and how they affect Palo Alto Networks products and services
• Communicate value propositions to clients and partners that speak intimately to their needs and requirements
• Generate velocity to deliver a predictable book of business and drive forecast accuracy utilizing channel ecosystem
• Develop and deploy marketing activities and plans to end users through our channel sales partners
• Engage a programmatic approach to demand, to generate, develop, and expand your territory
• Work collaboratively with all cross-functional resources to achieve your quota: inside sales, channel systems engineering, field marketing, cybersecurity sales specialists, the services team, sales ops (including deal desk and the response team), and others

Your Experience

• Self-motivated, driven and committed to success
• Proven track record of success in achieving sales quotas
• Strong communication (written and verbal) and presentation skills, both internally and externally
• Superb organisational skills
• Highly competitive, ramp quickly, extremely adaptive, and pride yourself on exceeding goals 
• Competence in managing end to end sales process
• Aptitude for technology and cybersecurity
• Experience working in a high growth, fast-paced environment 
• Experience working with Channel partners and understanding of a channel centric go to market 

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyberthreats. 
 

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

Unser Auftrag

Bei Palo Alto Networks® beginnt und endet alles mit unserer Mission:

Der Cybersecurity-Partner der Wahl zu sein, der unsere digitale Lebensweise schützt.

Wir haben die Vision einer Welt, in der jeder Tag sicherer ist als der vorherige. Das sind keine leicht zu erreichenden Ziele - aber wir sind nicht hier, um es uns leicht zu machen. Wir sind hier, um besser zu werden. Wir sind ein Unternehmen, das darauf aufgebaut ist, die Art und Weise, wie Dinge getan werden, in Frage zu stellen und zu verändern, und wir suchen nach Innovatoren, die sich ebenso wie wir dafür einsetzen, die Zukunft der Cybersicherheit zu gestalten.

Disruption ist das Herzstück unserer Technologie und unserer Arbeitsweise, um die Bedürfnisse unserer Mitarbeiter jetzt und in Zukunft durch FLEXWORK, unseren Ansatz zur Arbeitsweise, zu erfüllen. Wir verändern die Art der Arbeit, von den Sozialleistungen bis hin zum Lernen, vom Standort bis hin zur Führung. Wir haben jeden Aspekt der Mitarbeitererfahrung bei Palo Alto Networks überdacht und neu gestaltet. Und weil FLEXWORK sich um jeden einzelnen Mitarbeiter auf der Grundlage seiner individuellen Entscheidungen dreht, sind die Mitarbeiter in der Lage, Grenzen zu überschreiten und uns dabei zu helfen, uns alle gemeinsam weiterzuentwickeln.

Ihre Karriere

Da wir als Unternehmen weiter wachsen, stellen wir erstklassige Vertriebsprofis für Großkunden ein, die eine Reihe von neuen Unternehmenskunden betreuen und vorantreiben. Es wird von Ihnen erwartet, dass Sie die Verkaufsquote übertreffen, indem Sie strategische Account-Pläne erstellen und implementieren, die auf den unternehmensweiten Einsatz der Palo Alto Networks Next Generation Security Platform abzielen. In Zusammenarbeit mit einem Systemingenieur werden Sie konkurrierende Technologien verdrängen und Marktanteile innerhalb der von Ihnen anvisierten Liste von Großkunden aufbauen.

Sie sind motiviert durch den Hunger, kritische und schwierige Herausforderungen unserer Kunden zu lösen. Sie entwickeln vertrauensvolle Beziehungen auf hoher Führungsebene und konzentrieren sich dabei auf den strategischen Charakter der Partnerschaft. Das bedeutet, dass Sie ein konkretes Verständnis für unsere Produkt-Suites haben und in der Lage sind, Bereiche zu identifizieren, die durch unsere Lösungen gelöst werden können. Ihre Glaubwürdigkeit wird Kunden bei der Suche nach einem Übergang zu einer sichereren Online-Umgebung helfen. Sie fühlen sich durch unsere Produktangebote gestärkt - und lieben eine technische Herausforderung. 

Ihr Einfluss

• Akquise, Führung und Entwicklung von Großkunden in der Ihnen zugewiesenen Region
• Ausgeprägte Account-Management-Fähigkeiten zur Identifizierung von Cross- und Up-Selling-Möglichkeiten innerhalb der anvisierten Großkunden
• Durchführung effektiver Präsentationen für die Vertriebsplanung auf C-Level, die zu genauen Prognosen für das Geschäft führen
• Aufbau von Beziehungen zu Vertriebspartnern und Verkauf über diese
• Nachweisbare Kenntnisse der Cybersicherheitsbranche, der Produkte und der Angebote der Wettbewerber 

Ihre Erfahrung

• Übertreffen der Verkaufsquote als Enterprise, Major oder Large Account Manager, Territory Account Manager für ein Cybersecurity-Unternehmen
• IT-Vertriebserfahrung als Direct Contributor
• Tiefes Verständnis von Channel-Partnern und ein Channel-zentrierter Go-to-Market-Ansatz 
• Kenntnisse in der Complex Solution Sales-Methodik
• Eingehende Kenntnisse darüber, wie bestimmte Branchen Sicherheitslösungen nutzen können
• Ausgeprägte schriftliche und mündliche Kommunikationsfähigkeiten, einschließlich Präsentationsfähigkeiten für Kunden und interne Partner 
• Vertriebserfahrung auf Unternehmensebene mit einem umsetzbaren Rolodex von Entscheidungsträgern
• Sehr gute organisatorische und zwischenmenschliche Fähigkeiten
• Erfahrung in der Zusammenarbeit mit Vertriebspartnern und Verständnis für einen vertriebsorientierten Marktauftritt 
• Tiefes Verständnis für die Komplexität von Produkten und Technologieintegrationen 
• Lokale Reisen sind erforderlich, bei Bedarf auch internationale Reisen (nach der Pandemie)

Das Team

Die Mitglieder unseres Vertriebsteams arbeiten Hand in Hand mit großen Organisationen auf der ganzen Welt, um deren digitale Umgebungen zu schützen. Wir schulen, inspirieren und befähigen unsere potenziellen Kunden auf ihrem Weg zur Sicherheit.

Als Teil unseres Vertriebsteams stehen Ihnen unübertroffene Systeme und Tools, ständig aktualisierte Forschungs- und Vertriebsbibliotheken und ein Team zur Verfügung, das auf gemeinsamen Erfolg aufgebaut ist. Sie werden bei Palo Alto Networks niemanden finden, der sich nicht für Ihren Erfolg einsetzt - jeder hilft mit, wenn es um den Verkauf von Lösungen, Lernen und Entwicklung geht. Als Mitglied unseres Vertriebsteams werden Sie durch ein lösungsorientiertes Vertriebsumfeld motiviert und finden Erfüllung in der Zusammenarbeit mit Kunden, um unglaublich komplexe Cyberbedrohungen zu lösen. 

Unser Engagement

Wir sind Wegbereiter, die große Träume haben, Risiken eingehen und den Status quo der Cybersicherheit in Frage stellen. Es ist ganz einfach: Wir können unsere Mission nicht erfüllen, wenn nicht verschiedene Teams gemeinsam innovativ sind.

Wir verpflichten uns, für alle qualifizierten Personen mit einer Behinderung angemessene Vorkehrungen zu treffen. Wenn Sie aufgrund einer Behinderung oder eines besonderen Bedürfnisses Unterstützung oder Anpassungen benötigen, kontaktieren Sie uns bitte unter [email protected]

Palo Alto Networks ist ein Arbeitgeber, der die Chancengleichheit fördert. Wir schätzen die Vielfalt an unserem Arbeitsplatz, und alle qualifizierten Bewerber werden bei der Einstellung berücksichtigt, ohne Rücksicht auf Alter, Abstammung, Hautfarbe, Familien- oder Krankenurlaub, Geschlechtsidentität oder -ausdruck, genetische Informationen, Familienstand, Gesundheitszustand, nationale Herkunft, körperliche oder geistige Behinderung, politische Zugehörigkeit, geschützten Veteranenstatus, Rasse, Religion, Geschlecht (einschließlich Schwangerschaft), sexuelle Orientierung oder andere gesetzlich geschützte Merkmale.

Our Mission

At Palo Alto Networks® everything starts and ends with our mission:

Being the cybersecurity partner of choice, protecting our digital way of life.

We have the vision of a world where each day is safer and more secure than the one before. These aren’t easy goals to accomplish – but we’re not here for easy. We’re here for better. We are a company built on the foundation of challenging and disrupting the way things are done, and we’re looking for innovators who are as committed to shaping the future of cybersecurity as we are.

Disruption is at the core of our technology and on our way of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. We’re changing the nature of work from benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

Your Career

As a Cortex Major Accounts Manager, you will cover our Oil and Gas and Southwest Strategic Accounts. Your portfolio includes Advanced Endpoint Protection (Traps), Cortex XDR - Investigations and Response, Cortex XDR - Analytics, Demisto (Security Orchestration, Automation & Response), Autofocus and Cortex Data Lake and our newest product Cortex Expanse. 

As a member of the Palo Alto Networks sales team, you will partner with the Strategic Sales Teams for your region. In this role, you and your Systems Engineer will drive the sales for our Endpoint, Behavioral Analytics, and SOC security solutions, delivering our initial customers, and growing your territory. You will own your territory to deliver above quota sales performance.

Location: Houston, TX is preferred but we are open to remote employees in Texas. 

Your Impact

• Prior experience selling endpoint and SOC security-based products (such as Malware/Exploit Prevention, Anti-Virus, White Listing, SIEM, and other techniques) or SAS, Behavior Analytic or Logging tools in the Commercial and Enterprise markets working in a fast-paced start-up environment

• You will build strategies with Security Focused Channel partner to drive integration of our products and an increase in sales

• Drive adoption and understanding of our product suite within our Channel Teams, signing new partners and growing revenue

• Extensive domestic travel is required, International travel may be required as necessary

Your Experience

• 10+ years of above quota sales experience as a Regional Sales (Executive)/Manager) 

• 5+ years selling Endpoint solutions

• Self-motivated

• Strong communication (written and verbal) and presentation skills, both internally and externally

• Enterprise sales experience with and actionable Rolodex of decision makers

• Superb organizational skills

• "Whatever it takes" attitude and motivation to deliver above quota performance

• Prior startup experience, experience being one of the first RSMs into an organization

• Experience working with Channel partners and understanding of a channel centric go to market approach

The Team

Our sales team members work hand-in-hand with large organizations around the world to keep their digital environments protected. We educate, inspire, and empower our potential clients in their journey to security.

As part of our sales team, you are empowered with unmatched systems and tools, constantly updated research and sales libraries, and a team built on joint success. You won’t find someone at Palo Alto Networks that isn’t committed to your success – with everyone pitching in to assist when it comes to solutions selling, learning, and development. As a member of our sales team, you are motivated by a solutions-focused sales environment and find fulfillment in working with clients to resolve incredibly complex cyber threats.

Our Commitment

We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together.

Palo Alto Networks is evolving and changing the nature of work to meet the needs of our employees now and in the future through FLEXWORK, our approach to how we work. From benefits to learning, location to leadership, we’ve rethought and recreated every aspect of the employee experience at Palo Alto Networks. And because it FLEXes around each individual employee based on their individual choices, employees are empowered to push boundaries and help us all evolve, together.

We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at [email protected].

Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics.

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood tests, vast data sets and advanced analytics. Its Guardant Health Oncology Platform is designed to leverage its capabilities in technology, clinical development, regulatory and reimbursement to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs.  In pursuit of its goal to manage cancer across all stages of the disease, Guardant Health has launched multiple liquid biopsy-based tests, Guardant360 and GuardantOMNI, for advanced stage cancer patients, which fuel its LUNAR development programs for recurrence and early detection. Since its launch in 2014, Guardant360 has been used by more than 7,000 oncologists, over 50 biopharmaceutical companies and all 27 of the National Comprehensive Cancer Network centers.

Responsibilities

• Drive opportunities in current clients
• Work with existing accounts and build processes to identify patients and send samples
• Responsible for overall customer service and account management
• Work to ensure timely sample acquistion
• Driving tests per customer in current accounts
• Drive the process of ordering in current customers
• Streamlines customer service
• Collaborate and coordinate with all sales positions to ensure successful attainment of company goals and objectives
• Identify and develop opportunities between oncology clients and GHI.
• Continually analyze commercial environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
• Ensure team objectives are met
• Work effectively with individuals across multiple departments throughout GHI
• Embrace, embody and represent the Guardant Health company culture at all times to external and internal constituents

About You

• 2-3 years customer service/sales experience with a history of proven past sale performance that has met and exceeded expectations.
• Previous experience in pharma, diagnostic, medical device or biotech setting is preferred.
• Ability to engage in a consultative process that overcomes objections and indifferences while connecting client needs with GHI capabilities.
• Comfortable communicating and presenting at the executive level (CEO, COO, CFO)
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines.
• Knowledge of oncology, hematology, chemotherapeutics and targeted agents is ideal.
• Excellent negotiation and customer service skills.
• Outstanding strategic sales account planning skills.
• Superior listening and problem solving skills.
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Demonstrate customer support abilities throughout the sales cycle
• Impeccable verbal communication and presentation skills
• Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
• Effective and regular utilization of Salesforce.com
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect, trust and Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Frequent travel ( > 50%) throughout the territory as needed

Covid Vaccination Policy: Starting January 7, 2022, Guardant Health will require all employees to be fully vaccinated to either (a) establish that they have been fully vaccinated against COVID-19; or (b) request and obtain an approved exemption from Guardant’s COVID-19 U.S. Vaccination Policy as a reasonable accommodation.  An employee is considered fully vaccinated against COVID-19 two weeks after receiving the second dose of a two-dose vaccine or one dose of a single-dose vaccination. Acceptable vaccines are approved or under emergency use authorization by the U.S. Food and Drug Administration (FDA) and/or the World Health Organization (WHO). In addition, fully-vaccinated employees will be required to maintain their fully-vaccinated status under this Policy by obtaining, if applicable, any FDA-approved boosters.

Education:

B.S. in life science, biology, business or marketing preferred

#LI-KB1 

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

All your information will be kept confidential according to EEO guidelines.

Guardant Health is a leading precision oncology company focused on helping conquer cancer globally through use of its proprietary blood tests, vast data sets and advanced analytics. Its Guardant Health Oncology Platform is designed to leverage its capabilities in technology, clinical development, regulatory and reimbursement to drive commercial adoption, improve patient clinical outcomes and lower healthcare costs.  In pursuit of its goal to manage cancer across all stages of the disease, Guardant Health has launched multiple liquid biopsy-based tests, Guardant360 and GuardantOMNI, for advanced stage cancer patients, which fuel its LUNAR development programs for recurrence and early detection. Since its launch in 2014, Guardant360 has been used by more than 7,000 oncologists, over 50 biopharmaceutical companies and all 27 of the National Comprehensive Cancer Network centers.

Responsibilities

• Drive opportunities in current clients
• Work with existing accounts and build processes to identify patients and send samples
• Responsible for overall customer service and account management
• Work to ensure timely sample acquistion
• Driving tests per customer in current accounts
• Drive the process of ordering in current customers
• Streamlines customer service
• Collaborate and coordinate with all sales positions to ensure successful attainment of company goals and objectives
• Identify and develop opportunities between oncology clients and GHI.
• Continually analyze commercial environment within assigned accounts to determine trends and provide customer feedback to GHI leadership
• Ensure team objectives are met
• Work effectively with individuals across multiple departments throughout GHI
• Embrace, embody and represent the Guardant Health company culture at all times to external and internal constituents

About You

• 2-3 years customer service/sales experience with a history of proven past sale performance that has met and exceeded expectations.
• Previous experience in pharma, diagnostic, medical device or biotech setting is preferred.
• Ability to engage in a consultative process that overcomes objections and indifferences while connecting client needs with GHI capabilities.
• Comfortable communicating and presenting at the executive level (CEO, COO, CFO)
• Ability to work independently, communicate proactively, manage multiple projects and prioritize daily tasks while managing critical deadlines.
• Knowledge of oncology, hematology, chemotherapeutics and targeted agents is ideal.
• Excellent negotiation and customer service skills.
• Outstanding strategic sales account planning skills.
• Superior listening and problem solving skills.
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Demonstrate customer support abilities throughout the sales cycle
• Impeccable verbal communication and presentation skills
• Must be very proficient with all Microsoft Office products – particularly Excel and PowerPoint
• Effective and regular utilization of Salesforce.com
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of work goals and objectives.
• Ability to work effectively with minimal direction from, or interface with, manager
• Problem solving, decision making and technical learning
• Strong administrative skills and sophistication to manage business in complex environments
• Demonstrate GHI's Values by acting with integrity, respect, trust and Possess a very positive attitude and an understanding of the dynamics involved with organizational growth and change
• Frequent travel ( > 50%) throughout the territory as needed

Covid Vaccination Policy: Starting January 7, 2022, Guardant Health will require all employees to be fully vaccinated to either (a) establish that they have been fully vaccinated against COVID-19; or (b) request and obtain an approved exemption from Guardant’s COVID-19 U.S. Vaccination Policy as a reasonable accommodation.  An employee is considered fully vaccinated against COVID-19 two weeks after receiving the second dose of a two-dose vaccine or one dose of a single-dose vaccination. Acceptable vaccines are approved or under emergency use authorization by the U.S. Food and Drug Administration (FDA) and/or the World Health Organization (WHO). In addition, fully-vaccinated employees will be required to maintain their fully-vaccinated status under this Policy by obtaining, if applicable, any FDA-approved boosters.

Education:

B.S. in life science, biology, business or marketing preferred

#LI-KB1 

To learn more about the information collected when you apply for a position at Guardant Health, Inc. and how it is used, please review our Privacy Notice for Job Applicants.

All your information will be kept confidential according to EEO guidelines.

Principle is a global brand and implementation consultancy with 22 offices and operations in more than 70 countries.  Founded in 1987 in the UK, we work with many of the world’s leading companies to ensure that their brands are brought to life in any environment – from retail stores to pop-up brand experiences to corporate offices and production facilities.  We work with clients in a range of industries and our priority sectors include automotive, financial services, retail, telecommunications and other large global corporates.

Principle has four divisions:

• Principle Intelligence – Our brand and business consultancy that sets strategic direction and develops platforms for growth
• Honest – Our creative studio that crafts powerful brand identities and experiences across every channel
• Principle Management Office (PMO) – Our program management office that drives brand transformation, efficiently and effectively
• Principle Implementation – Our implementation practice that executes sustainable brand change at speed and scale

Please visit our website for more information http://www.principleglobal.com.

The National Account Manager will be responsible for identifying new client business and selling Principle’s PMO and implementation services while also recognizing when there are opportunities that align with our end-to-end offering. In addition to new business, the National Account Manager will be responsible for maintaining and growing revenue with current Principle clients. This position requires a sales ‘hunter’ who is motivated, resourceful and consultative in their approach – one who is able to generate leads and close business in partnership with the broader Principle team.  

Key Responsibilities & Accountabilities:

• Builds a solid and steady pipeline of prospects aligned with our overall business strategy and priority sectors to continuously feed our funnel
• Utilizes key tools (e.g., zoominfo, Hubspot) to research industries, market trends, track and report sales opportunities
• Manages the sales process from lead generation through to client conversion, directly and in partnership with the operations team
• Defines the account strategy for assigned customers, and collaborates with the broader team to execute plans and tactics
• Provides support in responding to RFPs/RFIs and helping in overall initiatives
• Responsible for YOY growth in new and existing clients (as assigned)

• Bachelor’s degree preferred
• At least 5 years of related sales experience, preferably in a program management, brand implementation or related industry
• Proven track record of meeting and exceeding YOY budget and goals
• Superior analytical skills
• Outside the box thinking with high level of problem solving ability
• Strong understanding of working within CRM, preferably HubSpot
• Ability to problem solve with an entrepreneurial commitment to achieving goals 
• Ability to engage prospective clients through needs-based, consultative selling
• Strong strategic development & management skills with the ability to execute business plans
• Excellent communication, presentation and interpersonal skills
• Able to function effectively in a fast-paced environment, and be a self-starter
• Willingness to travel on as needed basis

All your information will be kept confidential according to EEO guidelines.