وصف الوظيفة
Role Overview
Major Account Manager at Check Point Software Technologies. This role manages a focused portfolio of approximately 20 existing customers and prospects, driving new strategic logos and expansion growth across a critical territory.
Company Overview
Check Point Software Technologies protects over 100,000 organizations worldwide from cyber and AI-driven threats. The company's prevention-first approach safeguards hybrid networks, cloud environments, digital workspaces, and AI systems. Check Point has been recognized by TIME, Newsweek, and Forbes for excellence and workplace culture.
Role Purpose
Own a critical territory by developing multi-year account strategies, leading complex enterprise deals with senior decision-makers, and coordinating virtual account teams to deliver outcomes for customers navigating digital and AI transformation securely.
Key Responsibilities
Sales & Growth
- Drive new, expansion, and renewal opportunities across all accounts.
- Acquire new strategic logos while farming and expanding existing accounts.
- Prioritize effectively across a large book of business.
Account Management & Strategy
- Develop and execute major account plans with multi-year view.
- Build executive relationships and secure senior-level access.
- Coordinate a virtual account team, including specialists and sales engineers.
Deal Execution
- Lead complex, multi-stakeholder deal orchestration.
- Lead contract and pricing negotiations.
Operations & Tools
- Use Check Point tools to manage accounts, pipelines, and forecasts.
Qualifications & Experience
- 5+ years of B2B sales experience.
- 3+ years in cyber security.
- Proven hunter-farmer mindset: ability to open new doors, land strategic logos, and expand existing accounts.
- Consistent overperformance, including 110%+ net revenue retention and meaningful multi-product growth.
- Experience navigating complex enterprise accounts and influencing buying committees of 5–10+ stakeholders.
Skills & Competencies
- Strong executive presence with the ability to build trust and multi-thread relationships.
- Sharp operator with disciplined account planning, accurate forecasting, and strong cross-functional orchestration.
- Channel-savvy seller with industry relationships that can accelerate momentum.