Account Manager (NZ/AUS)

Description

Keeper Security is hiring a driven, English speaking Channel Account Manager to join our APAC Channel team. This role will have a heavy focus on growing Non Japan Asian including Singapore,  New Zealand and Australian partner relationships. Focus on Ingram Micro ANZ and Singapore Launch. Candidates must be able to work remotely in Sydney, New South Wales, Australia office for eligibility.

Keeper’s cybersecurity software is trusted by millions of people and thousands of organizations, globally. Keeper is published in 23 languages and is sold in over 150 countries. Join one of the fastest-growing cybersecurity companies and be responsible for building pipeline and channel revenue with high performance partners.

About Keeper

Keeper Security APAC 株式会社 ("Keeper") is transforming cybersecurity for millions of individuals and thousands of organizations globally. Built with end-to-end encryption, Keeper's intuitive cybersecurity platform is trusted by Fortune 100 companies to protect every user, on every device, in every location. Our patented zero-trust and zero-knowledge privileged access management solution unifies enterprise password, secrets and connections management with zero-trust network access, endpoint privilege management and remote browser isolation. By combining these critical identity and access management components into a single cloud-based solution, Keeper delivers unparalleled visibility, security and control while ensuring compliance and audit requirements are met. Learn how Keeper can defend your organization against today’s cyber threats at KeeperSecurity.com.

About the Role

Join an elite group of proven performers and highly successful Account Manager professionals. Our team is full of seasoned technologists, with experience selling into SME and Enterprise level accounts. They have a passion for helping companies get the most out of their technology investments and are skilled at identifying new business opportunities and expansion opportunities within named accounts. As an Account Manager, you will work with an established client base and be responsible for growing revenue through these accounts using our industry-leading solutions.

Responsibilities

Thrive in a supportive but independent workplace with the opportunity to grow as our organization grows

Carry a revenue quota to meet or exceed sales targets within assigned accounts (primarily in New Zealand and Australia)

Provide strong interactions with customers at the Senior Management level with support on forming relationships with C level contacts

Work with clients to negotiate contract renewals, cross-sells and upsells

Ability to communicate in English with an emphasis on technology and business acumen, both verbally and in writing

Work with clients to establish business and technical goals & potential via technical and Quarterly Business Reviews

Maintain a structured cadence with named customer accounts, build relationships, present Keeper solutions, troubleshoot challenges, manage issues with the broader Keeper team and close deals

Advise customers on best practices for securing and protecting their business against password related breaches

Proactively manage the success of a portfolio of assigned Keeper Security customers to deliver consistent value across the entire lifecycle

Consistently demonstrate knowledge of Account Management best practices, stay up to date on trends in the industry, and operate as an Account Manager and Cybersecurity advisor to your customers

Understand and navigate account procurement practices to negotiate licensing contracts

Resolve customer issues, alone and through collaboration with other Keeper Security teams; approach all situations with curiosity and creativity. Resolving customer issues can involve troubleshooting and require deep technical knowledge of our solutions and the Password management space

Build strong customer relationships by maintaining high levels of engagement, adoption, and communication; conduct quarterly business reviews to ensure our clients are up to speed on their areas of vulnerability, new product features etc.

Become a Keeper Security product expert for your customers; occasionally assist on Sales or Marketing calls/webinars as an Account Manager & Keeper expert

Drive customer advocacy in the form of references, referrals, and case studies

Perform data-driven reviews and analysis on customer portfolio to prioritize opportunity and risk; reliably renew and expand customer contracts, meet and exceed personal and team quotas

Participate in the evolution of Keeper Security’s own Account Management programs and processes; insist on excellence in our own AM initiatives

Contribute towards the development of a strong team environment by upholding high work standards

Jump at opportunities to go the extra mile to ensure our customers are supported and successful!

Requirements

3+ years of experience in full cycle SaaS sales or Account Management (with a focus on upselling and expansion)

Experience selling into New Zealand and Australian markets with proven success

Strong technical knowledge as it pertains to software integrations (SSO, Directory etc), implementation, onboarding & support

Motivated by solving problems for customers; demonstrated ability to anticipate challenges before they arise

Experience working with and selling to Enterprise organizations, C-level Executives, IT and Cyber Security Executives

Unrivaled sense of autonomy, ownership, and dedication to helping customers realize their intended value

Energetic and self-motivated; a team player who is also a proactive and creative problem solver

Aptitude for learning software; strong with business applications

Ability to manage multiple priorities while maintaining strict attention to details. Strong communication and interpersonal skills, both written and verbal; consistent diplomacy, tact, and poise when working through customer issues and escalations

Working knowledge of Salesforce.com

Undergraduate degree preferred (BA/BS)

Experience working in IAM industry is a plus

Keeper is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.