How the Deal was Done · 2026-05-05 · 1h 22m
Scott Knights - Major Account Manager at Proofpoint The Episode Scott Knights is a Major Account Manager at Proofpoint in Melbourne, managing some of the company's largest enterprise accounts across ANZ. This episode centers on how Scott inherited an account where the platform was "just working" - a comfortable situation that most AEs leave alone - and turned it into a full-scale platform transformation by convincing 30+ stakeholders across a parent organization to adopt a new vision for human-centric security. The account had been running the same Proofpoint deployment since the mid-2010s, nearly a decade without strategic evolution. You'll walk away with a clear picture of how to re-enter a dormant account, build a vision-led business case, and orchestrate internal and external stakeholders without losing anyone along the way. Key Quotes: On the most dangerous thing a customer can tell you: "The first bit of feedback was, hey, everything's great, but there's not really any further opportunity here.
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