The Business Development Manager for Enterprise is a high-performing senior position responsible for locating, defining, negotiating and closing net new enterprise opportunities.
Job description **FUNCTIONAL RESPONSIBILITIES AND DUTIES**
- Be responsible for locating, defining, negotiating, and closing net new enterprise opportunities.
- Prospect for new enterprise accounts (1000+ seats).
- Pursue a “hunter strategy” focused on landing of enterprise accounts and partnerships.
- Search for and participate in RFPs.
- Work closely with LVARs and VARs to identify and pursue net new opportunities.
- Consistently deliver an articulated value proposition for ESET enterprise solutions.
- Meet monthly net new revenue targets.
- Input and track all opportunity and customer details in Salesforce.
- Insert data and manage pipeline and CRM system.
- Utilize available prospecting tools to generate pipeline.
- Maintain excellent business relationships with customers, partners, and various internal teams at all of the ESET offices.
- Provide detailed knowledge of ESET’s product portfolio.
- Provide input to strategic account and business development planning.
- Provide accurate forecasting with emphasis on new logo targeting plus long-term sales outlook.
- Ability to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.).
- Manage deals on a global scale when appropriate.
- Travel, perform presentations, and work with prospects.
- Perform conceptual, systemic, creative and methodological activities.




- Carry out other tasks according to the instructions of the direct manager in accordance with the activities of the department and the company. **REQUIREMENTS**
**Education**: - GCSE in Maths and English (or equivalent) **Experience**: - 5+ years of working experience in strategic sales and account management
- 5+ years of experience in the computer security industry
- Experience with contracts negotiation and contract management
- Experience of managing pipeline and using a CRM system
- Experience of using available prospecting tools to generate pipeline
- Global work experience - desirable **Knowledge**: - In-depth knowledge/understanding of the computer security industry
- Competence and knowledge of RFI/RFP process
- Existing contacts with VARs and LVARs offering cybersecurity solutions
- Intermediate mathematical skills: ability to calculate discounts, interest, commissions, proportions, percentages
- High level of IT proficiency
- Able to read, analyze and interpret legal documents **Language**: - English - C2 Proficient **Communication**: - Excellent communication skills - both written and verbal
- Strong active listening ability
- Professional and confident manner, able to influence effectively at all levels of an organization, including C-suite




- Able to respond to common inquiries and complaints
- Able to effectively present information to management and other stakeholders **Managerial skills**: - Able to coordinate sales activities across multi-functional groups (Inside and Field Channel teams, Field Engineering teams, etc.)
- Able to set own priorities, manage multiple tasks and work with little/no supervision
- Have a well-organized approach to work planning, time allocation to tasks and a flexible approach to daily routines to deliver desired results **Personal characteristics**: - Able to work in a fast-paced, flexible, and passionate sales environment under mínimal supervision
- Energy - able to excite clients about the ESET vision and proposition
- Able to build strong relationships for both the current opportunity as well as the future
- Results-driven and tenacious
- Willingness to learn and develop
- Optimism and drive
- Detail oriented and self-reliant
- High level of inter-personal relationship and excellent written and verbal communication skills **Leadership**: - 60% Expert agenda, 40% Leadership and managerial agenda **MAGNITUDE (AREA OF IMPACT)**
- Responsible for achievement of revenue and related targets - both individual and team **ADDITIONAL INFORMATION**
**Travel**: - Significant travel required to partners and customers, as well as roadshows, trade fairs and exhibitions **Confidential information**: - Low Job requisition JR-04980 Key Account Manager (Open)
Primary location Milan
Additional locations Time type Tempo pieno

📌 Key Account Manager (Milano)
🏢 ESET
📍 Milano