Account Manager

About Barracuda Networks

Barracuda provides powerful yet easy-to-use Security and Data Protection solutions that simplify IT. Barracuda serves more than 150,000 organizations in 100+ countries confidently protecting their users, applications and data. Based in Silicon Valley, our network has 1500+ employees, 5000+ partners, and offices in 15 countries.

Brief Description

The Barracuda Networks Team is expanding and adding an additional field based Account Manager covering part of Australia (Brisbane). We are seeking talented, motivated sales performer who is responsible for achieving the territory new business target. You will be responsible for planning and executing the territory strategy in alignment with the overall regional plan. Through developing and enabling our partner channel and strong end-user touch, the Account Manager will leverage channel relationship in order to find and develop the market and opportunities.

Performance Objectives

• Develop and maintain a strong monthly sales pipeline
• Meet and exceed your monthly/quarterly sales activities and revenue targets
• Drive revenue and market share in a defined sales territory
• Work with channel partners to extend reach and drive adoption of the Barracuda solutions
• Work with our distribution partners to develop channel recruitment and enablement campaigns
• Develop a network of specialist VARS focused on the security and storage markets
• Develop a territory plan and strategy to drive the key sales objectives
• Deliver effective sales demonstration and presentations
• Articulate compelling value propositions for Barracuda’s solutions
• Understands and effectively presents/deliver ROI models
• Own and co-manage responses to RFP’s, RFI
• Communicate customers’ needs and issues to product management

Requirements

• 8+ years of sales experience selling IT solutions to the mid-market
• Experience working with resellers to co-sell and fulfill through
• Experience in Network Security and/or Storage, a real benefit
• Both direct and in-direct sales experience
• Strong analytical skills that enable the development of complete sales cycle including software demonstrations
• Proven "hunter” background with a track record of consistent over-quota performance and top tier company ranking
• Strong C-level/ board level communications skills
• Goal-oriented and self-motivated with a focus on customer success
• Good business acumen, experience with basic contracts and pricing
• Strong working knowledge of Salesforce or other CRM tools is recommended
• Excellent oral, written and presentation skills
• Evidence of structured solution sales approach
• Must be highly motivated, possess positive attitude and have excellent organizational skills
• Ability to also work individually and as part of a team with excellent communication, interpersonal, and negotiation skills
• Enthusiastic, highly motivated individual with a serious work ethic