Professional Services Account Manager

Your Role:The Professional Services Account Manager is a Sales Account Team overlay role responsible for identifying, investigating and defining professional service proposals and statements of work for Tenable prospects and clients. The SAM is responsible for interpreting services engagement needs and creating the contractual documentation required to deliver client success both from a presales and post-sales perspective. In addition to supporting the sales account team and sales initiatives, the SAM is responsible for ensuring their engagements are delivered per the scope of work and is accountable for client success. This requires the SAM to actively partner with the Service Delivery and Resource Management teams to ensure the established scope of work and timeline committed to the client are achieved.Your Opportunity:Meet or exceed annual and quarterly service sales bookings targets.Independently articulate the benefits of implementing all Tenable solutions.Identify and develop service opportunities and supporting business cases.Collect client business requirements and security objectives in order to define service proposals.Map Tenable services and Tenable solutions to achieve client objectives.Craft Proposals, Statements of Work and Change Orders and collaborate with Sales, Legal, Operations and other Tenable functions to negotiate Master Service Agreements and secure customer Purchase Orders to contract the negotiated services business.Collaborate with the sales account teams to develop an actionable and measurable territory plan to achieve annual bookings goals.Enable Sales Territory Managers, Sale Engineers and Customer Success Managers in the capabilities, offerings articulating the value driven by Professional Services.Act as the primary point of contact for Customer executives, developing deep, trustful relationships to drive services expansion and cross-selling within the account.Collaborate with Delivery and Partner Managers to determine the best resources (Internal or Partner) to deliver the project scope.Business planning and forecasting: The ability to accurately forecast and anticipate any changes in booking numbers and composition of new business to support RMO and Delivery planning and execution.May perform other duties and responsibilities that management may deem necessary from time to time.What You'll Need:Bachelor's degree in IT related field or related work experience8+ years IT and/or Cyber Security experienceExpertise in vulnerability management, exposure management and good knowledge of cloud securitySpanish speaking Proficiency: Native/Bilingual5+ years in sales or services-related role3+ years of experience selling professional services preferableRecord of achieving and or exceeding sales targetsExperience developing commercial and technical services documentation including client presentations, proposals and executable commercial paperwork.Familiarity with information security models and best practices including industry complianceKnowledge of enterprise network security technologies and cutting-edge network infrastructuresKnowledge of cloud architecture as well as on-premise IT landscapeAbility to have management and executive-level discussions about how to successfully deploy Tenable solutionsComfortable and willing to be a hands-on contributorExcellent communication skills, including issue tracking, triaging and escalation managementTravel: Willing and able to travel to client sites up to 50% both within and outside of assigned territory

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