We are looking for a talented, driven, and team orientated professional who will thrive in a fast-paced software sales environment.

This role is remotely based in North America and requires travel as needed across the sales territory.

About the role

The National Account Manager (NAM) plays a leading role in managing customer relationships and growing revenue among the largest and most strategic accounts in North America.

The role involves solution selling Blancco’s full suite of erasure solutions across the data and IT asset lifecycles to ensure compliance with security and privacy requirements, while enabling sustainability initiatives and engaging the circular economy. The NAM will manage the full end-to-end sales process to achieve quarterly sales revenue targets for the territory, while ensuring ongoing customer success.

Competencies, Responsibilities and Desired Experience

• Demonstrates business acumen - Displays clear understanding of customer’s business situation, including business model and strategies, financial goals, processes, marketplace, and competitive conditions; speaks knowledgeably about the customer’s industry; clearly describes the business impact of decisions on customer.
• Cultivates an active network - Demonstrates an understanding of the strategic importance of customer relationships; proactively builds, maintains, and leverages key relationships to promote sales objectives (including hosting events to encourage customer networking).
• Navigates organizational politics - Displays deep understanding of and sensitivity to the customer’s complex organizational realities and relationships to accomplish goals; proactively maneuvers through delicate issues; addresses the concerns of all relevant parties; deals effectively with people at various levels in customer organizations.
• Best-in-class account management – Sets the strategy for realizing the account sales objectives with key measurements for success (OKRs); considers business goals, the sales organization’s direction, market penetration, past sales results, and available resources, including marketing support.
• Paints a compelling value proposition - Presents products, services, or ideas in a well-prepared business case that clearly shows how they would meet customer needs and provide benefits; focuses on the business value (balanced with emotional value) rather than relying on features and functionality.
• Capable of steering large global accounts and opportunities – Capable of indirectly managing global account teams by building a cohesive account strategy that inspires action through influence; proven experience in managing large enterprise accounts with a global presence.
• Non-standard deal structuring - Thinks unconventionally when faced with sales challenges; is open to new ideas and creative ways to maximize deal size.
• Strong sales disposition and negotiation skills – Demonstrates the traits, inclinations, and outlooks that characterize senior sales skills to maximize deal size with effective and creative concessions.
• Proven sales performance – Demonstrates a track record of meeting or exceeding sales objectives at named accounts and/or sales territories.
• Able to manage channel – Proven record of effectively working with channel partners, including VAR’s, Distributors, and System Integrators, to achieve sales objectives, gain market share, and address customer needs.
• Proficiency with sales tools – Demonstrates a high degree of proficiency with productivity (e.g. Office 365), sales intelligence (e.g., Sales Navigator, ZoomInfo), presentation (e.g. PowerPoint), and customer relationships management (e.g. Salesforce) tools.

Required Skills and Qualifications

• Minimum 15 years software sales experience.
• Excellent verbal and written communications skills.
• Strong listening and questioning skills.
• Ability to multi-task, prioritise, and manage time effectively.

About Blancco

Blancco Technology Group (AIM: BLTG) is the de facto standard in data erasure and mobile device diagnostics. The Blancco Data Eraser solutions provide thousands of organizations with an absolute line of defense against costly security breaches, as well as verification of regulatory compliance through a 100% tamper-proof audit trail. Our data erasure solutions have been tested, certified, approved and recommended by 18 governing bodies around the world. No other security firm can boast this level of compliance with the most rigorous requirements set by government agencies, legal authorities and independent testing laboratories.

For more information, visit our website at www.blancco.com