Overview
The Regional Sales Manager (RSM) will manage the sales process within an assigned target list of Fortune 500/Global 2000. The RSM will deliver growth in new business across the assigned account list and region through the development of strategic relationships with enterprise accounts. The RSM will build and execute on a well-defined account strategy while driving success in the following areas: prospect planning, pipeline development, presentation and delivery, trial process management, pricing, negotiation and the closing process.
The successful individual must be highly organized with an entrepreneurial mindset; adept and thorough in delivering sales presentations, onsite visits and product demonstrations to prospective clients. The RSM will foster mutually beneficial relationships with Waratek cybersecurity customers and partners in a consistent, effective and professional manner.
Ideally the candidate will have strong personal links with security acquaintances inside F500/Global 2000 companies; and/or have easy access to the right people in such companies for expediting acquisition of new customers and growth in existing customers.
Responsibilities
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Meet or exceed quarterly / yearly bookings targets, while delivering consistent and reliable forecasting.
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Develop, present, execute, and maintain a comprehensive target account strategy plan.
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Accelerate new customer acquisition and upsell growth in existing accounts.
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Significant and proven experience developing and maintaining relationships with senior executives, typically CTO and CISO level.
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Manage the entire sales process within company guidelines.
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Collaborate with peers across functions to create visibility with target accounts and drive engagement of target prospects at both the individual contributor and executive level.
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Work closely and cooperatively with channel partners to drive market adoption of Waratek application security solutions.
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Work with Marketing for delivering region based events to drive new customer acquisition.
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Responsible for all aspects of lead management including but not limited to cold calling, networking and follow-up.
Requirements
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BS/BA degree or higher, preferred
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Language skills: English - fluent in written and spoken are mandatory
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Experience selling cybersecurity SaaS solutions preferably with a focus on Oracle, Java and/or application security.
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Strong experience closing and managing business accounts in Fortune 500/Global 2000 organizations at multiple levels, including executive level.
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Minimum 3+ years of early stage start-up experience in the enterprise security market; application security and/or DevOps experience preferred.
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A demonstrated track record of consistently exceeding annual quota >$1M
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Must be comfortable working in a start-up environment, where everyone must have the “roll up your sleeves” and willingness to sell without the large company support infrastructure.
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Ability to explain complicated concepts to a variety of audiences and skill levels, and possess superior problem-solving skills.
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Excellent communication (verbal and written) and presentation skills, both internally and externally.
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Ability to maintain CRM for complete and accurate on-going maintenance of accounts, forecasts, proposals, and sales related activities.
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Ability to travel up to 50%+ and Candidates primary residence should be located in a major city with easy access to a major airport.
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Must be a self-starter, results driven, with sound business acumen, with the ability to work autonomously, motivate others and have sensitivity toward cultural differences.
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Ability to manage customer relations and accounts under high pressure deadlines, changing schedules, priorities and unpredictable events within a fast-paced engineering environment and demanding customer requirements.
