Strategic Account Manager

Company: Sumo Logic
Location: Redwood City
Posted on: November 23, 2021

Job Description:

Strategic Account Managers lead Sumo Logic's sales and account management efforts into the largest, most strategically important commercial enterprises. Sumo Logic SAMs are expected to be top-flight, consultative, sales professionals that build trusting relationships across multiple business units with Sumo's largest strategic accounts. The role demands interaction with large scale enterprises at the CISO, CIO and CTO level, as well as with technical staff within each organization. SAMs are expected to excel in a highly cross-functional environment including; sales engineers, customer success managers, professional services engineers, product managers and Sales Management. SAMs must build relationships with regional resellers, technology partners and MSSPs/MDRs to accomplish their objectives. SAMs are entrusted to prudently leverage and direct all Sumo Logic resources within their account base.-- Day-to-Day Responsibilities Planning & Preparation

• Acts as the primary relationship manager with each customer and coordinates executive relationships between Sumo Logic and its clients.
• Executes activities to keep renewals on track and to drive demand for up-selling and cross-selling Sumo Logic across multiple customer departments.
• Develop, document and maintain comprehensive strategies and sets of tactics to maximize Sumo Logic sales into each assigned account. Detailed information is critical and must be current, accurate and complete.
• Continuously conduct account planning sessions with SE, product specialist, sales management and Executive staff.
• Contribute to educational sessions including weekly Staff Calls, sales training, and best practices sharing.
• Understands and articulates Sumo Logic's differentiators for the use cases we support. --- Ensure all account information in Salesforce.com is complete, accurate and up-to-date. Execution
  • Prospect continually to uncover all opportunities for Sumo Logic products and services. --- Coordinate with partner SEs to ensure each customer participates in formal Customer Business Reviews (CBR) and solution Health Checks on a quarterly basis.
  • Strive to build a pipeline of opportunities that is 4x what's needed to achieve quarterly and annual sales quotas.
  • Establish strong business relationships at the manager, director and C-Level within each account.
  • Demonstrate well designed and executed solution selling capabilities.
  • Demonstrate ability to orchestrate and deliver strong sales presentations.
  • Coordinate multiple internal and external resources as needed to sell effectively. --- Accurately forecast respective business in territory.
  • Engage Sumo Logic resources frequently, including Sales Management, in face-to-face and webinar meetings with accounts and business partners.
  • Communicate frequently, honestly and completely with the Regional Sales Director and others in Sumo Logic management.
  • Alert Sales Management of potential problems and opportunities promptly. --- Identifies, documents and articulates the business value of Sumo Logic when delivering proposals. -------------------------------------------------------------------------------- -- What we do:
    We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams. Customers love our product because it allows them to easily monitor and optimize their mission critical, large scale applications.
    --
    -- Massive Scale:
    Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions. Millions of queries a day analyze hundreds of petabytes of data.
    --
    -- Mission:
    Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud. Please briefly outline your experience selling a software product to a SecOps or DevOps audience. --*
    If yes, will you now or in the future require employer sponsorship for visa status (e.g., nonimmigrant status such as H-1B, TN, O-1, etc.) to obtain or continue your work authorization in the United States? --*
    -- 2) If yes, will you now or in the future require employer sponsorship for visa status (e.g., nonimmigrant status such as H-1B, TN, O-1, etc.) to obtain or continue your work authorization in the United States? --*
    -- 1) Are you authorized to work in the Unite States? --*
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Keywords: Sumo Logic, Redwood City , Strategic Account Manager, Executive , Redwood City, California