JOB TITLE:  Sales Manager
REPORTS TO:  Senior Director, Sales

Summary

Arete Sales Manager is responsible for delivering increased market share and building and owning sustainable relationships within named accounts and opportunities. The role will pursue direct, indirect, channel, and agent relationships that further Arete's position as a global leader in proactive and reactive services for Incident Response. Builds key customer relationships, identifies business, opportunities, negotiates, closes business deals, and maintains extensive knowledge of current market conditions. Managing all aspects of the Cyber insurance practice development process from the execution of contracts or other measurable agreements with Cyber insurance companies, agents, brokers, breach coaches, and end clients.

Roles & Responsibilities

• Defining and executing the sales strategy for designated accounts as well as managing the growth of Industrial Cyber Security initiatives.
• Achieve sales targets on a quarter-on-quarter basis with monthly goals to be managed by a high degree of forecast accuracy.
• Deliver year over year growth in revenue/margin for the assigned client base to meet both annual and long-term growth expectations for enterprise sales.
• Responsible & accountable for a defined territory to achieve Overall Revenue Targets.
• Responsible for Enterprise Sales and Business Development, Account Management, Customer/Partner Relationship Management & Consulting.
• Development and implementation of Direct Sales, Indirect Sales, and Channel Services Strategy, Insurance revenue and business forecasting, budgeting, tracking, reporting, and sales process optimization.
• Sales training and process implementation, including compensation design and administration for additional Insurance practice consultants, clients, and delivery resources.
• Development and implementation of effective pricing structures and methodology including perpetual, subscription, term, and flat-fee models.
• Successfully fostering close working relationships with internal and external stakeholders to ensure all aspects of the organization's success.
• Presentation of new strategies and budget forecasts to Company leadership.
• Monitor customer, market, and competitor activity and provide feedback to the Company leadership team.
• Identify new products/services that can create additional revenue.
• Develop a relationship with our vendor partners who help us deliver services to clients.
• Works and interacts across multi-country/ cultures, but not a responsibility by definition.

Job Requirements

• Minimum 5 to 10 years of experience with cyber security/information security and/or IT and networking technologies, products, and services.
• Minimum 5 to 10 years of consultative and technical sales experience and/or business development experience.
• Exceptional interpersonal, verbal, written communication, and presentation skills.
• Has interacted with and has business knowledge of customers and their Industrial processes, Cyber, and Networking requirements. Ability to interact at the executive and technical level (internally and externally).
• Demonstrated successful complex consultative selling.
• Leverage partnerships with Channels & System Integrators.

Disclaimer
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties and skills required personnel so classified.

Work Environment
While performing the responsibilities of this position, the work environment characteristics listed below are representative of the environment the employee will encounter: Usual office working conditions. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of this job.

Physical Demands

• No physical exertion required.
• Travel within or outside of state.
• Light work: Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force as frequently as needed to move objects.

Terms of Employment

Salary and benefits shall be paid consistent with Arete salary and benefit policy.

FLSA Overtime Category         

Job is exempt from the overtime provisions of the Fair Labor Standards Act.

Declaration

The Arete Incident Response Human Resources Department retains the sole right and discretion to make changes to this job description. Any employee making changes unauthorized by the Human Resources Department will be subject to disciplinary action up to and including termination.

Equal Employment Opportunity

We’re proud to be an equal opportunity employer- and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.

Arete Incident Response is an outstanding (and growing) company with a very dedicated, fun team. We offer competitive salaries, fully paid benefits including Medical/Dental, Life/Disability Insurance, 401(k) and the opportunity to work with some of the latest and greatest in the fast-growing cyber security industry.

 

 

When you join Arete…

You’ll be doing work that matters alongside other talented people, transforming the way people, businesses, and things connect with each other. Of course, we will offer you great pay and benefits, but we’re about more than that. Arete is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Arete, where experience matters.

Equal Employment Opportunity

We’re proud to be an equal opportunity employer- and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.