Dell Archer Regional Manager in Massachusetts
The RSA Archer Suite District Manager role is focused on selling RSA’s Archer portfolio which includes enterprise governance, risk and compliance (eGRC) domain expert supporting the broader RSA sales organization and has complete responsibility for the sales and account management of eGRC offerings in the territory. The District Manager co-ordinates activity and direction of staff within a specific workgroup or discipline. Typically first level line manager managing a group, department or district. Has operational focus in area of functional, product or technical expertise. Works with assigned accounts to provide software solutions, develop new business, and to ensure satisfaction. Works with other internal sales personnel to propose solutions for a given account. Responsible for the product-specific strategies and generating results from the client.
Principle Duties and Responsibilities
Consistently achieve quarterly and annual sales targets
Manages the daily activities of individual contributors, leads or supervisors performing similar tasks in a group, department or district. Has accountability for results in terms of expenses, customer satisfaction, employees, programs, function or products. Fully accountable for all people-management activities for subordinate staff and responsible for establishing goals and objectives for department.
Generally manages employees who operate within a specialized discipline. Focus is typically on department or local functional area. Within Sales function, provides basic forecast and pipeline report for own territory or portfolio of accounts. Also provides territory planning and goal assignment.
Decisions or failure to achieve results will add to cost and may impact the short-term goals of the organization
Works on issues of diverse scope. Co-ordinates the activity of workgroup through utilizing operational policies to obtain solutions.
Frequently interacts with direct reports, outside customers, and functional peer groups at management levels. Conducts presentations of technical information concerning specific projects/ schedules. Facilitates cooperation. Communicates organizational and functional strategy and translates it into team goals.
Responsible for managing internal relationships to provide the best account coverage and support of business results
Can reach appropriate resolution in many varied situations without damaging internal or external relationships
Insures high post-sales satisfaction that enables repeat business with customers
Responsible for the overall sales strategies and generating positive business outcomes for our clients
Articulate and evangelize the vision and positioning of both the company and products to differentiate RSA’s capabilities to clients and partners
Develop a deep understanding of both the customer and competitive landscape, enabling a business dialogue to be conducted with C-Level contacts
Drive creative business development activities to penetrate whitespace accounts
Develop, maintain and share a Customer Account Plan for your top strategic accounts, ensure these are current, factual and easily accessible by the virtual team.
Provide accurate and timely forecasts within SFDC
Typically 8+ years of relevant experience or equivalent combination of education and work experience· Typically requires 2+ years managerial/leadership experience
Proven Enterprise Sales experience within a large Security software company preferred
Proven ability in closing large, complex deals within the software sector - >$250k and achieving multi-million dollar revenue targets
Experienced in managing sales cycles that are contract-heavy
Excellent verbal and written presentation skills
Proven ability to learn (i.e. gain product and marketing knowledge)
A strong understanding of the Channel/SI model and the eGRC market
Must be a team player – ability to interact with both the direct and indirect teams both within RSA and our partners.
Integrity and Trust in all business dealings
Ability to influence others to achieve results.
Ability to lead, motivate and direct a workgroup.
Ability to prioritize projects and/or deliverables.
Ability to manage in a matrix environment.
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