This individual must have more than 5 years enterprise software sales experience with information security domain expertise. Experience selling complex technology solutions to large enterprises is a must. A proven background of successful prospecting and sales closure is mandatory. Annual sales objective and performance should exceed $3,000,000 annually. Reporting to the Regional Manager, the role holder will be responsible for managing and increasing the business stream in the Named Accounts of his/her assigned sales territory.
This is a sales role targeting the large Enterprise business market for NetWitness product lines. The candidate is responsible for generating net new business as well as for maintaining and growing relationships with existing accounts. The candidate is responsible for the overall health and sales performance, including growing the size of the large transactions including multimillion and multiyear sales, of a defined list of enterprise class accounts in defined patch, with global responsibility in some of them. Daily responsibilities will include end user sales calls, joint account calls with various internal and external partners or stakeholders, cold calling, forecasting and other sales related activities.
Key Responsibilities:
- Achieve both quarterly and annual sales goals and objectives
- Responsible for the overall sales strategies and generating results across all key Accounts
- Develops and implements comprehensive local/global strategic account plans based on industry trending and customer analysis.
- Responsible for managing environments suited to instill best practices across all key Accounts
- By leveraging appropriate NetWitness offerings and expertise they will endeavor to objectively address customer needs to become their Trusted Advisor
- Participates and leads in key contract negotiations, with special focus on frame agreements, or ELAs.
- Manages the production of proposals, account or market plans, and forecast/report sales activity, and recommendations to enhance account growth and revenue potential.
- Gathers detailed information about the account (install base, financial footprint, potential revenue, etc.).
- Identifies decision makers, understands their strategic business challenges and prioritizes opportunities critical to the account.
- Works with Finance, Legal, Sales Ops, and Sales Engineering groups to effectively propose value added solutions at local or global scale
- Ensures proper qualification of sales leads/opportunities and provide high quality opportunity management during all phases of the sales cycle.
- Identifies customer requirements that may necessitate customized and complex solutions.
- Identify and close new information security sales for the defined account set
- Maintain current and rolling 12 months forecast and pipeline
- Manage consistent prospecting activities including but not limited to cold calling, seminar management and partnering with business partners
- Expand current customer base as well as land net new accounts and sales
- Directs the activities of the account teams (both Channel and Specialists) for sales, service and technical support to ensure optimum customer satisfaction with RSA products and services.
- Ensures high post-sales satisfaction that enables repeat business with customers
- Shorten the sales cycle by focusing the customer on core problems and solutions
- Collaborate with and manage team members to solve complex information security problems for customers
- Maintain NetWitness product knowledge as well as stay current with industry trends and technologies
- Crucial for success is the candidate’s ability to work with, and drive, the Virtual Team. Engaging effectively with Professional Services, Systems Engineers, CS community, Product Management, Technical Consultants resources when required.
- Ensures professional sales coordination and account planning and resolves possible account ownership issues.
- Responsible for and oversees the strategic selling approach and processes for his/her Named or Global Accounts and carries the quota responsibility
- Involves key NetWitness executives with customer executives’ counterparts to elevate the mutual relationships and increase customer intimacy
Requirements
- Bachelor’s Degree required, master’s degree desirable. Professional sales training courses preferred. Experience Required
- Track record of consistent sales over target achievement
- Focus on relationship building with key executives.
- Strong technical aptitude and the ability to apply technology to solve business problems
- Proven ability to achieve results working with complex organizations, both internally and externally
- Strong organizational skills and ability to work in a matrix environment
- Ability to excel managing complex, matrixed customer and internal organization
- Ability to influence others to achieve results
- Ability to manage teams and resources in a highly matrix environment
- Understanding of relevant market trends and opportunities
- Excellent and proven presentation and Consultative skills
- Negotiator - can reach appropriate resolution in many varied situations without damaging internal or external relationships
- Experience working on global/large complex accounts in multinational environments
At NetWitness, we believe in challenging the established mindsets, approaches, and product categories in the information security industry. Every product that we deliver to market is based on a core set of principles grounded in the major paradigm shifts in play and the implications that they have for our customers.
And we live by values that support our actions every day and in everything we do.
Do the right thing – by our customers, employees, and shareholders...think long-term, but act with a sense of urgency.
What we do matters – our work makes a difference in the world.
We give a damn – about our customers, about what we’re doing, about each other...we’re in this together.
We are a fun company – building cool products with technical insight that help our customers solve meaningful problems.
Our mission is delighting our customers with everything we do. We provide thousands of customers around the world with essential security capabilities, leading with our Intelligence Driven Security Strategy and Vision, to protect their most valuable assets from cyber threats. With Net Witness’s award-winning products, organizations effectively detect, investigate, and respond to advanced attacks; reduce IP theft and cybercrime.
Benefits
Compensation Range: $125,000 – $175,000 USD annually
Commission: Additional commission structure available