Account Management Essay

Account Management

Account Management is an important part of Sales in Symantec divided in 2 Segments Commercial Account Manager and Enterprise Sales Renewals.

The Enterprise Sales Renewals manage the account with highest revenues with the Field on the Territory with the goals to reach target and also do cross selling and up selling. This role manages around 200 account included related accounts. Before the split of the company this Team was divided per vertical and after the reorganization per clients. Another important things that changed is the fact that the Field working on Territory has now a KPI related to the Enterprise Sales Renewals. This is really good because it stimulates to work in a team. This role is only responsible for Renewals

Journal reflection

I have decided to write about my capstone project about Internet Security and the Symantec Sales model organization because I recently started to work as Inside Territory Manager for the Italian Market in Symantec and I thought that this project would allow me to dig more about the products and the organization.

Most of the Information in this project is based on my learning during my first month in Symantec and in the Sales Conference attended in Las Vegas – Nevada from the 27th to the 30th of April. During this conference I had the opportunity to networking with colleagues around the World , around 2000 sales people attended the sales conference. What is more, I also meet my colleagues working in Italy on the field.

I also had the opportunity to learn more about the Symantec Mission to save the World and I am quite excited about this purpose.

I acquired more knowledge about the products during the presentations and role play done at the

Symantec will be playing an important role in Cyber Security Services in Threat Protection (endpoints, Data Center and Gateways), Information Protection (Data and Identities) and Unified Security Analytics Platform.

I would like to help potential customers to understand the reason why they should choose Symantec, the reason is quite simple. Symantec scans more than 30% of the world’s email traffic, has the most skilled IT people in the world which play a fundamental role to analyse the data generated by the Global Intelligence Network.

“The Symantec Global Intelligence Network (GIN) has global visibility into the threat landscape through big data accumulated from one of the largest collection of sensors in the industry, an extensive anti-fraud community of enterprises and security vendors, and more than 8 billion emails per month from 5 million decoy accounts.

The GIN provides this information to provide proactive protection to Symantec products, including InSight, the STAR program, Managed Security Services, Incident Response, Web Gateway, Endpoint Protection, and DeepSight