Duties and Responsibilities
- Involved in the direct sales process by managing new and existing accounts
- Develop and lead security account plans and strategies for each assigned account using all available resources (executive sponsors, marketing, product partners, services BU, etc)
- Drive sales revenue growth through new project identification, creation and cross-sell opportunities.
- Forecast and report activity accurately in line with the sales target allocation
- Identify major projects within the accounts and running activities to build a strong client relationship
- Serves as a key point of contact between the client and the organization
- Informs clients of new integrated solutions offerings and recommends integrated solutions that suit clients’ business needs
- Craft high-level relationships within assigned accounts to win incremental product and services business
- Responsible for preparation and submission of bids documents and proposals
- Work with technical resources to present a competitive analysis, proposals and solutions to response to client requirement
Requirements
- Experience selling integrated cyber security solutions (that bring together both hardware and software products) in large or complex deal in commercial sector ($500K+) to achieve revenue/sales targets
- Validated track record of over-achievement
- Able to build and execute on an account plan with a security approach
- Adept at communicating with a largely technical audience
- Able to conduct product demonstrations
- Experience in applying solution-selling methodologies to improve corporate revenue growth
- Track record of closing both tactical and strategic opportunities
Preferred Skills /Qualities
- Good all round knowledge of Security Market in commercial sector
- Direct touch sales combined with experience working in a matrixed organisation
- Good interpersonal, communication and presentation skills
- Self starter
- High level of attention to detail
- Relevant security diploma, certifications or security vendor certifications is preferred