Strategic Account Manager, AT&T

About the role

• Responsible for managing and growing the strategic AT&T account, including executive relationships, end-user engagement, account coverage, and revenue growth across Check Point's cybersecurity portfolio.
• Lead complex enterprise sales opportunities from initial engagement through qualification, solution alignment, negotiation, and close.
• Find and develop new business opportunities within AT&T by identifying whitespace, expanding existing relationships, and introducing Check Point solutions across security, network, cloud, and emerging technology initiatives.
• Build and maintain strong executive-level relationships across AT&T, including security, architecture, technology, network, product, mobility, sourcing, procurement, and business leadership.
• Drive account growth by developing new opportunities, expanding existing deployments, and increasing adoption of Check Point's cybersecurity platform and solutions.
• Develop and maintain relationships with strategic channel partners, resellers, system integrators, and other ecosystem partners supporting the AT&T account.
• Identify opportunities involving emerging technologies, including cloud, SASE, Zero Trust, AI, and AI-enabled workloads, and connect these initiatives to AT&T's cybersecurity requirements.
• Support strategic partners and internal teams through account planning, joint business development, customer presentations, executive briefings, and opportunity development.
• Maintain accurate account plans, pipeline forecasts, opportunity strategies, and revenue projections for AT&T.
• Operate effectively as a self-directed individual contributor, influencing cross-functional teams and resources without direct people-management responsibility.
• Represent Check Point with executive presence, strong business judgment, and credibility in a highly complex, matrixed enterprise environment.
• Travel as required to support AT&T customer and partner engagements, including customer meetings, executive briefings, business reviews, and industry events.

Qualifications & Requirements

• 8+ years of named account management, strategic account management, enterprise sales, or territory sales experience.
• Direct experience selling into AT&T or a comparable Fortune 500 telecommunications or technology enterprise.
• Strong understanding of how large enterprise organizations evaluate, purchase, deploy, and expand cybersecurity and technology solutions.
• Background in selling cybersecurity, network security, cloud security, or Internet Protocol/network-related technologies.
• Proven track record of successfully growing strategic enterprise accounts and generating new bookings.
• Demonstrated success developing new business and expanding existing customer relationships across complex, multi-stakeholder organizations.
• Experience working with enterprise channel partners, resellers, system integrators, and technology ecosystem partners.
• Strong executive relationship-building skills with the ability to engage security, technology, architecture, network, product, procurement, and business leaders.
• Experience managing complex enterprise sales cycles involving multiple stakeholders, technical requirements, procurement, legal, contracting, and executive sponsorship.
• Knowledge of AI and its impact on enterprise cybersecurity, including generative AI, AI-enabled workloads, AI security, data protection, and emerging AI-related cyber risks.
• Ability to identify and develop cybersecurity opportunities associated with AI, cloud transformation, Zero Trust, SASE, and other emerging technologies.
• Must be a self-starter, hunter, strategic thinker, and strong closer with a consistent record of achieving or exceeding sales objectives.
• Strong communication, presentation, negotiation, account planning, and executive engagement skills.
• Position requires day-to-day and overnight travel as needed to support the AT&T account.

Highly Preferred Skills

• Existing relationships within AT&T across security, technology, architecture, network, mobility, product, sourcing, or procurement organizations.
• Experience selling enterprise cybersecurity platforms rather than individual point products.
• Experience with one or more of the following:
• Network security / firewalls
• Cloud security
• Email and collaboration security
• Application security / WAF
• SASE / Zero Trust
• AI security
• Exposure Management / Risk
• Experience with strategic competitive displacement and expanding cybersecurity platform adoption across large enterprises.
• Experience developing joint account strategies with channel and technology partners.
• Must be eligible to work in the U.S. without sponsorship from an employer now or in the future.
• EOE M/F/Veterans/Disabled.

Additional Information

All your information will be kept confidential according to EEO guidelines.