Account Manager

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Company Overview:

At Praetorian, we are bringing together the world's brightest minds in pursuit of solving the cybersecurity problem by reducing the friction of security and enabling the next wave of technological innovation. From projects that range from cryptocurrency exchanges to autonomous vehicles and from medical device platforms to space telescopes, we use a first-principles approach and leverage both expertise and engineering to help secure our customers.

Career opportunity:

  • Join an industry with massive socio, economic, and political importance in the 21st century
  • Work alongside some of the best and the brightest minds in the security industry
  • Work with prominent clients and help them solve hard security problems
  • Leave an indelible mark on a company where individual input has a real impact
  • Align your career trajectory with a hyper-growth company that is on the move

Core responsibilities:

Praetorian is seeking a Strategic Account Manager to lead revenue growth within its existing customer base. As a Strategic Account Manager, you will be responsible for the account development strategy and driving upsell/cross-sell opportunities within Praetorian's Enterprise accounts. You will be expected to leverage your domain expertise and a consultative selling approach to maximize the value that Praetorian delivers while identifying opportunities to expand Praetorian's footprint.

To be effective, the Strategic Account Manager will need to build executive and operational level relationships, develop a comprehensive understanding of the clients’ business objectives, and work with Praetorian stakeholders internally to develop an account strategy to achieve the desired business outcomes. Specifically, the Global Account Manager will hold the following core responsibilities:

  • Establish productive, professional relationships with key personnel in assigned accounts, consistently identifying new contacts via ongoing discovery and referrals
  • Work collaboratively with customer success and service delivery stakeholders internally to align the client’s goals with Praetorian’s capabilities
  • Execute Praetorian’s Account Management Playbook within all named accounts
  • Consistently provide an elite level of customer support, including regular executive-level syncs, recurring operational meetings, and technical team engagements
  • Achieve assigned revenue growth targets and accurately forecast growth opportunities within assigned accounts
  • Keep senior leadership informed of key issues and changes which may impact expected business results

Desired qualifications:

  • You have considerable experience selling in the application security, product security, and/or corporate security domains
  • You are naturally very consultative and have a passion for solution selling
  • You have a strong relationship orientation and thrive in a customer-obsessed environment
  • You are a self-motivated individual with a positive attitude and a strong work ethic

Additional +1 qualifications:

  • Experience working closely with Field Operations & RevOps teams
  • Strong organizational skills and track record of success working in high-paced and analytical organizations
  • Familiarity with MEDDPICC sales qualification methodology

Desired behaviors:

  • Adept at participating in technical conversations and managing business-level outcomes that can be pursued as sales opportunities
  • Exhibit strong enough technical expertise that you are credible and capable of being a value-added partner
  • Alignment with Praetorian's core values
  • Genuine interest and intellectual curiosity of cybersecurity domain
  • Constantly identifying creative ways of adding value to customers beyond billable engagements
  • Strong executive presence and excellent written and verbal communication skills
  • Lead by example and drives performance with an aim of continuous improvement

Compensation & Benefits:

  • Highly competitive salary
  • Employee stock option plan
  • Annual budget for training, certifications, and conferences
  • 90% employee coverage and 60% dependent coverage on health insurance premiums
  • 4% company 401K matching vested immediately
  • 6-16 weeks of paid maternity and paternity leave

Targeted OTE: $250K - $300K

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Location

98 San Jacinto Blvd , Austin, TX 78701

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