Protecting one billion people from cyber threats? If you find this proposition more exciting than scary, come on board and grow with us.

Whalebone is a global company working on user-centric cybersecurity products for telcos, ISPs, enterprises, public institutions, and governments that provide millions of everyday internet users unyielding protection from malware, phishing schemes, ransomware, and other malicious digital attacks without the need for them to download anything. Whalebone is headquartered in Brno, Czech Republic.

At this point, Whalebone has 400+ customers in telecommunications and corporate sectors (A1, O2 Telefonica, Tele2, Panasonic, Bauhaus, and many others) around the globe. With nearly 100 team members of multiple nationalities, Whalebone ranked 22nd in Deloitte’s list of fastest-growing companies in Central Europe.


Results-driven Key Account Manager to join our growing team. The ideal candidate will be responsible for generating new opportunities for revenue growth by building and managing relationships with C-level executives and key stakeholders within telcos. The Key Account Manager will play a critical role in driving the adoption of our DNS security solutions and ensuring customer satisfaction.


This role will report directly to the Head of Customer Success (in the future to the Account Manager Lead). This role will closely collaborate with 1-2 Customer Success Managers. The Account Manager will own the relationship with the C-levels and Board members, but the ownership of the telco stays with CSM to secure the continuity. The goal of the Account Manager will be to generate the opportunity (identify and “close” it) and then the CSM will be responsible for successful execution (e.g. launch of new segment or new feature).

What will you do

• 1. Customer Relationship Management:
  
• • Build and maintain strong, long-lasting relationships with key accounts, focusing on C-level executives,decision-makers and board members.
    
  • Serve as the primary point of contact for the key stakeholder in the assigned accounts, ensuring timely and effective communication.
    
  • Identify and secure Board level sponsor for WB cyber security product as main driver securing on Telco side strategic alignment, resource allocation, risk management, stakeholder engagement, influence and advocacy, decision-making acceleration, market positioning and brand impact, long-term sustainability
    
  • Mapping and be able to navigate through dynamics of Telco Board members
    
  • Visit the key stakeholders on regular basis (2-4/year each Telco)
    
  • Participate in industry events and conferences to represent the company and build brand awareness.
    


• 2. Opportunity Generation:
  
• • Identify and develop new business opportunities within existing accounts to grow the revenue generated by each customer.
    
  • Conduct regular business reviews with customers to assess needs, propose solutions, and identify opportunities for additional services.
    


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  3. Sales Strategy Development:
  
• • Collaborate with the sales, marketing, product and customer success teams to develop and execute strategic account plans that align with company goals.
    
  • Analyze market trends and competitor activities to inform strategic decisions.
    


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  4. Solution Selling:
  
• • Understand client needs and challenges, effectively communicating the value of Whalebone security solutions.
    
  • Tailor presentations and proposals to address specific customer requirements and business objectives.
    
  • Ensure visibility/awareness and board members engagement of WB cyber security product via sponsor presenting on board status or requests for decision at least once in half-year.
    
    



• 5. Revenue Growth:
  
• • Revenue responsibility for agreed “boost” activities (initiatives and projects to be driven and approved by executive management, with limited influence from the product owner on the Telco side)
    
  • Drive revenue growth by meeting or exceeding sales targets (revenue growth and identified opportunities) for assigned accounts.
    
  • Develop forecasts and reports on account performance to share with management.
    

Requirements

• Proven Experience in Telco Account Management
  
• Sales & Business Development Expertise
  
• Excellent written and communication skills in English, and preferably as well in Czech or Slovak
  
• Solution-Oriented Approach
  
• Revenue Growth and Performance Focus
  
• Strong Collaboration and Communication Skills
  
• Will enjoy traveling
  

Why Will you like to work with us?

• Meaningful job - protecting everyday people against malware and hackers all around the globe.
  
• Rewarding financial package, including the possibility to choose ESOP as a benefit and a motivating flexible part of the remuneration reflecting long term results.
  
• You will be supported to learn, grow, and gain new experience with us!
  
• Your opinion will matter to us - discuss your ideas and feedback directly with the CCO or CEO if you feel like they should hear them.