Dell RSA National Account Manager DACH - Security in Munich, Germany
This individual must have in excess of 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 quota and performance should exceed $4,000,000 annually.
Reporting to the Regional Lead, 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 quota carrying sales role targeting the large Enterprise business market for RSA 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.
PRINCIPLE DUTIES AND 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 RSA & DellEMC offerings and expertise they will endeavor to objectively address customer needs in an effort 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 month 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 RSA 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, Sales Specialists, CS community, Product Management, Technical Consultants, Dell Technologies and DellEMC 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 RSA executives with customer executives counterparts to elevate the mutual relationships and increase customer intimacy
Track record of consistent sales over quota 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