Government Affairs Key Account Manager

• Arbeitsort: Brussels Home Office
• Arbeitszeit: Vollzeit
• Vertragsdauer: Befristet

Job posting title

Job summary

Job description

The main goal of this position is to build, maintain and expand relationships with strategically important government customers, and develop new business opportunities by locating, defining, negotiating, and closing business partnerships with key partners in the Government space.

The Key Account Manager will take ownership of these working and explore extending the relationships to grow business.

The position is a challenge, dealing with demanding clients, you will be backed up with our know-how and supporting, can-do environment, but will be expected to be able to work independently and with a high level of professionality.

The position is a permanent position based in Brussels or Berlin. A major part of the work will be travel to customers, partners and other entities working each these major capitals.

As the Key account manager for government customers and their major business intermediaries, you will:
 

• Work with customers, internal teams, and partners responsible for government customers, to ensure customer needs are being met correctly.
• Provide the link between customer and ESET internal teams and partners, ensuring that communication is maintained, deadlines are kept, and targets are met.
• Work with the Government Affairs team to proactively seek out additional revenue opportunities (upselling, cross selling) with assigned accounts and partners
• Be comfortable working with Large Account Resellers and System Integrators, to generate new pipeline and opportunities
• Provide detailed knowledge of ESET’s product portfolio
• Provide input to strategic account and business development planning
• Communicate with major clients on a regular basis and respond to specific queries
• Travel, perform presentations, and work with customers and business development partner teams
• Proactively maintain positive business relationships with members from our ESET partner organizations
• Determine partnership opportunities, quantify their value, participate in the negotiation process, and ensure the timely completion of internal and external milestone tasks to ensure success
• Coordinate government customer opportunities and government account management.
• Provide internal liaison to the EMEA Sales team on government customer requirements, and issues affecting them, such as policy changes, tendering requirements, and potential areas of opportunity.
• Actively cooperate with relevant internal teams and partners to follow up on business opportunities.

Additional information:

• This job requires frequent travel within Europe and may require occasional travel to other areas of the world. The successful candidate will be comfortable with air travel and used to managing their schedule around travel requirements.
• Working with government clients often means working within the bounds of strict confidentiality agreements. Familiarity with such environments and requirements is a plus.

Requirements:

• 5+ years of working experience in strategic sales and account management, processes and/or similar experience of customer facing roles
• Experience with contracts negotiation and contract management
• Ideally have previous rich experience as key account manager and worked with government customers on European level
• Ideally have strong understanding of EU purchasing policy and tendering
• Ideally experience working in the computer security industry
• Motivated self-starter who enjoys working as part of a team
• Global work experience a plus
• Very strong English language fluency skills required: Ability to read, analyze, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top management, customers, and other external audiences.
• French and/or German language competency is a plus
• Some knowledge of the IT security Industry
• Able to travel freely within EU based on business needs.
• Comfort with common IT tools, appointment setting, managing pipeline, comfort with CRM system such as Salesforce.
• Intermediate mathematical skills: Ability to calculate discounts, interest, commissions, proportions, percentages
• Excellent written and verbal communication skills, comfortable with speaking with customers and representing the company to the highest professional standards

Basic wage component (gross): from 5000 EUR

• The final basic wage component can be increased accordingly to individual skills and experience of the selected candidate.

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