Territory Account Manager

About the role

This position is for an experienced sales professional to drive new customer acquisition within enterprise accounts. You will be a key contributor to our growth by managing the entire sales cycle for our enterprise software products. This role requires an entrepreneurial spirit and a focus on building lasting customer relationships. You will own the end-to-end sales process, from initial contact through to final closure, ensuring that every deal aligns with the strategic goals of Kong. The successful candidate will act as the primary point of contact for multiple high-value clients, safeguarding and growing these strategic partnerships. You are expected to identify new opportunities within existing accounts, expanding the footprint of Kong's enterprise software across the organization. This role demands a high level of ownership and accountability for your designated territory and its revenue performance. Ultimately, you will shape the commercial narrative for Kong by demonstrating clear value to enterprise stakeholders.

Key facts

What you'll do

• Formulate and execute a comprehensive sales strategy to penetrate large organizations and generate qualified sales leads for the Kong Enterprise Platform.
• Attain and surpass individual sales targets and objectives set for your territory on a consistent basis.
• Conduct detailed account planning and develop accurate sales forecasting models for your assigned region.
• Administer your client portfolio by deeply understanding purchasing criteria and meticulously documenting every step of the sales journey from lead generation to final close.
• Collaborate closely with product, marketing, and customer success teams to refine the sales process and guarantee that all client needs are met with precision.
• Uphold the professional image of Kong by providing exceptional post-sale support and ensuring continuity for enterprise customers.
• Undertake necessary travel to client sites and meetings as required to maintain strong on-the-ground presence.
• Identify and capitalize on business growth opportunities by analyzing market trends and aligning them with Kong's solution set.
• Build and leverage a robust professional network within the enterprise sector to uncover new prospects and referral opportunities.
• Champion the adoption of Kong's platform by demonstrating technical competence and strategic insight to C-level stakeholders.
• Maintain rigorous standards for data integrity within the sales pipeline to ensure transparency and accuracy in all forecasting activities.
• Deliver persuasive presentations and negotiations that clearly articulate the value proposition of Kong's enterprise software.
• Drive the sales cycle through to completion with a focus on closing deals efficiently and effectively.
• Proactively share feedback from the field to inform product development and marketing initiatives.

Requirements

• Demonstrate a genuine interest in ensuring customers derive substantial value from their investment in Kong's platform.
• Possess a minimum of 10 years of cumulative experience selling enterprise software solutions to complex organizations.
• Maintain a strong and active professional network within the enterprise sector that facilitates access to decision-makers.
• Provide a proven track record of successfully selling to named accounts that include senior executives and multiple departmental stakeholders.
• Utilize existing relationships and established sales methodologies to achieve consistent success in new sales engagements.
• Thrive in a fast-paced, entrepreneurial environment where you take full responsibility for your sales territory and adapt swiftly to market dynamics.
• Apply analytical and strategic thinking skills to identify gaps for business growth and develop actionable plans to capture these opportunities.
• Communicate effectively with clarity and precision, both in written and verbal formats, to engage diverse audiences.
• Exhibit excellence in negotiation, presentation, and closing techniques to guide deals toward successful conclusion.
• Operate as a self-motivated, driven individual who is relentlessly focused on achieving measurable results and exceeding quotas.

Nice to have

• Bring prior experience with open-source technologies and an understanding of how these solutions integrate into enterprise environments.

Skills & tools

• Demonstrate mastery in enterprise software sales and consultative selling techniques.
• Show proficiency in account planning and the development of strategic account maps.
• Utilize advanced forecasting skills to predict revenue outcomes and manage pipeline health.
• Apply expert-level negotiation skills to navigate complex procurement processes.
• Create compelling presentations that resonate with executive leadership and technical audiences.
• Execute the final stages of closing sales with confidence and professionalism.

Practical notes

This is an on-site position located in Indonesia, requiring the successful candidate to be physically present at the office. The engagement is classified as full-time, demanding a standard full-time commitment to the role and its responsibilities. Travel is an inherent component of the position, requiring the individual to visit client locations as necessary to build relationships and present solutions. As this is a role within the Indonesia territory, candidates must be available and legally authorized to work in Indonesia.