Strategic Account Manager (Federal / Civilian)

Who We Are
We envision a world where every cyber asset is seen, secure, and compliant.
Forescout Technologies, Inc., a global cybersecurity leader, continuously identifies, protects, and helps ensure the compliance of all managed and unmanaged cyber assets - IT, IoT, IoMT, and OT. For more than 20 years, Fortune 100 organizations and government agencies have trusted Forescout to provide vendor-agnostic, automated cybersecurity at scale.

What You Will Do
Forescout has an excellent opportunity for an engaging and employee-focused Strategic Account Manager to join our high-energy, multi-cultural, world-changing team.
The main purpose of the role is to; acquire, develop and manage business for ForeScout Technologies in a pre-defined number of named Federal Civilian accounts.
The focus will be on selling high value, complex solutions including enterprise solutions and consulting services. The individual must be capable of understanding the customer's mission drivers, challenges, issues and objectives so she/he can translate and articulate ForeScout's value propositions on all levels.
By leveraging appropriate ForeScout offerings and expertise they will endeavor to objectively address customer needs in an effort to become their Trusted Advisor.
Crucial for success is the candidate's ability to work with and drive virtual resources. Engage effectively with; Leadership, Professional Services, R&D, Engineering, Marketing, Business Development, Product Management, Legal, Technical Consultants & other remote internal resources when required.

In this role, you will be responsible for the following:

Achieve both quarterly and annual sales goals and objectives.
Identify and pursue sales opportunities at assigned accounts. Drive business development and pre-sales initiatives by leveraging both industry and technical background.
Build in-depth knowledge of clients' business priorities, challenges and initiatives that can be translated into ForeScout solution opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.
Use knowledge of; technology, products, processes, industry expertise, and consultative sales skills to assess and educate customers on value of ForeScout's solutions.
Develop multi-level relationships within assigned accounts using available internal and external resources, and where appropriate channel partner resource, to maximize revenues opportunities and establish ForeScout as a strategic, long term partner.
Execute an effective account/opportunity management and business planning process which is supported and influenced by a virtual team to include ForeScout Senior Executives, field sales and sales management, Product Management, Engineering, Professional Services, Technical Consultants and relevant Channel Partner Managers.
Align with appropriate delivery teams to leverage follow-on business from one delivery mission to another. Attendance to major Project Milestones and Executive Reviews.

What You Bring to Forescout
We encourage you to apply if you meet most but not all the requirements listed below. We value competency, aptitude, effort, and a great attitude as a supplement to experience.

Min 5 years' experience selling Security Solutions.
Ex: IDS/IPS, SIEM, DLP, Compliance, Encryption, Access Management, Patch Management Authentication, etc.
Understand how to sell multi-product software & hardware solutions.
Excellent presentation skills is a must.
Good rolodex of executive contacts throughout territory.
Experience in working opportunities with Channel Partners.
Consistent achievement of quota.
Proven ability to work effectively with and across all levels of customer contacts within very large and complex organizations.
Extensive experience negotiating large complex deals with complex terms, conditions, price pressures and considerations.
Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together.
History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded.
Highly developed business development, negotiation skills and ability to influence contract content.
Strong interpersonal and organizational skills, be a self-starter, detail oriented, Product and application knowledge.
Flexibility and desire to take on additional responsibilities.
Ability to multi-task while maintaining attention to detail and deadlines.
Excellent written and verbal communication skills.
Team player and proactive personality.
Willing to learn and grow with the company.
BS degree or equivalent.
Travel: 30% - 50%.

What Forescout Offers You
Competitive compensation and benefits-we cover 80% of employee and dependents' benefits premiums (the U.S. only), 401K match, generous PTO policy, and much more
Collaborative and innovative environment -make an impact on worldwide security while working on the hottest technology
Leadership that supports and encourages professional growth and development
Want a glimpse of Life @ Forescout? Check us out on Facebook and Instagram
Learn more @ www.forescout.com

Our Mission - Continuously identify, protect, and ensure the compliance of all cyber assets across the modern organization.
Our Values
One Team - We all work together, and we all win together.
Cyber Obsessed - We are curious about technology, and we are innovative and passionate about solving big programs.
Customer Driven - We listen, we learn, and we make it right.
Relentless - We're smart, determined, and find a way. We figure stuff out.
Collaborative, without Ego - No one succeeds alone. We strive to be the humble person that people want to work with.
Thank you for taking the time to learn more about us.
If this opportunity intrigues you, we would love for you to apply!

NOTE TO EMPLOYMENT AGENCIES: We value the partnerships we have built with our preferred vendors. Forescout does not accept unsolicited resumes from employment agencies. All resumes submitted by employment agencies directly to any Forescout employee or hiring manager in any form without a signed Employment Placement Agreement on file and search engagement for that position will be deemed unsolicited in nature. No fee will be paid in the event the candidate is subsequently hired because of the referral or through other means.