JOB DESCRIPTION – SR. ACCOUNT MANAGER
IANS Hybrid Work Policy: This position is based in Boston, with the expectation to come into the office 2-3 times per week.
Position Description
IANS is seeking a Senior Account Manager (SAM) to join our sales team. The SAM will be responsible for managing existing End User Decision Support (EUDS) clients including annual subscription renewals, client usage, upsell and consulting revenue for accounts in an assigned Territory.
The ideal candidate is a top producer with prior sales experience carrying a quota. Key traits include organization, goal/results mentality, team-focused, interest in information security, and a passion for learning.
The SAM will possess skills and work ethic aligned with our company values of grit, results, initiative, passion, positivity, teamwork and curiosity.
Core Responsibilities
- Onboard new clients and develop strong relationships with CISOs and their teams
- Develop Territory plans to drive client usage, contract renewal and revenue growth
- Grow accounts by selling additional services and expanding user base
- Manage annual contract renewal process
- Consistently achieve activity, performance and results KPIs
- Facilitate technical conversations with C-level prospects and subject matter experts (Faculty) at IANS Forums, CISO Roundtables and Technical Symposiums
- Contribute to the IANS sales team and company culture
- Travel to visit clients and attend IANS events (approximately 30-40%)
Candidate Profile and Qualifications
The qualified SAM candidate will have 3-4 years of account management experience and a proven track-record exceeding goals. We are targeting individuals who demonstrate strong competency in the following areas:
- Executive level communication and presentation skills
- Experience building relationships with and selling to C-level executives
- Process orientation
- Interest in information security and complex technical content
- Highly motivated and able to thrive in a quota-driven environment
- Strong sense of professional accountability and integrity
- High level of energy, effective time management skills and a sense of urgency
- Established ability in building social network
- Strong team and collaborative orientation
- Confident but takes a humble approach in working with peers and teammates
What We Do
For the security practitioner caught between rapidly evolving threats and demanding executives, IANS Research is a clear-headed resource for decision-making and articulating risk. We provide experience-based security insights for Chief Information Security Officers and their teams. The core of our value comes from the IANS Faculty, a network of seasoned practitioners. We support client decisions and executive communications with Ask-an-Expert inquiries, our peer community, deployment-focused reports, tools and templates, and consulting.
