Enterprise Account Manager

Tripwire is a leading provider of endpoint detection and response, security, compliance and IT operation solutions for enterprises, service providers and government agencies. Tripwire solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and IT operations.

The Enterprise Account Manager will be responsible for driving strategic sales initiatives within the territory they are assigned. This includes developing and executing on a sales strategy as well as identifying, qualifying, and capturing new business in support of Tripwire’s commercial business objectives.

* Achieve Revenue targets on a quarterly and annual basis * Work collaboratively with internal and channel partners to present compelling solutions to customer business issues * Manage client relationships at the “C” suite level * Maximize sales into assigned territory, working with Inside Sales Representative when appropriate. * Insure a high level of customer satisfaction * Forecast the business accurately * Develop strategic account plans for Named Accounts and deals $100k or larger * Maintain the integrity of Salesforce.com * Be a trusted resource and counsel to HQs marketing and R & D providing important customer input * Proactively and aggressively prospect for new-name business in the Global 2000 * Work side-by-side pre-sales technical support * Regular face-to-face appointments a week with customers and prospects. * Proactively creating and developing a plan to close large transactions of $500k or greater * Applying Tripwire’s Strategic Selling Process (Miller Hieman) **Exclusions:** Account Executives do not have final authority to negotiate pricing, terms and conditions of agreements or purchase orders; all agreements are finally approved when negotiated and accepted by Tripwire, Inc. corporate offices in Portland, Oregon, USA.

* College degree required. Masters in Business ideal. * 7+ year’s sales experience in the enterprise software industry. * Prior selling experience in the Security industry preferred. * Demonstrated success in account management and in managing client relationships effectively at the “C”- level. IT Security Executives preferred. * Easily demonstrably track record of over achievement * SFDC friendly, familiar with Spin Selling, Miller Heiman etc. * Green field friendly