Regional Account Manager (Networking Security Products)

As a pioneer of local sales representative, Regional Account Manager is responsible for deep diving and selling company solutions with estimate 100 accounts. You are a seller as hunter, have a results-oriented mindset with a passion for over-achieving sales targets while exceeding customer expectations. You will be playing a key role by influencing prospects to buy company solutions in this highly competitive security industry. To be successful in this position you will need to understand and navigate accounts and fully understand all aspects of complex selling in new market. The position requires significant entrepreneurial thinking, account penetration and presentation skills while working closely with professional services, as well as time for face-to-face client and prospect calls.

Responsibilities:

• Works very closely with Country Manager and Pre-Sales Engineer for approaching new logo accounts;
• Negotiates pricing and implementation and prepares proposals;
• Achieves a quota that is highly driven on obtaining new opportunities with specified key accounts;
• Generates, develops, manages, and communicates expectations within assigned accounts as well as increases scope of penetration within an assigned account;
• Qualifies new opportunities and prospects, dimensions the size of opportunities and articulates probabilities of closure;
• Develops corporate contacts and cultivates relationships at all levels that enhances company’s position, which leads to incremental business within the designated account;
• Compiles account information on organizational structure, the buying process, compensation process, existing products/tools to produce a prospective business report identifying potential business activities necessary to close client accounts;
• Maintains complete and accurate documentation in SFDC of all activity;
• Maintains broad knowledge of company products and their capabilities versus the strengths/weaknesses of competitive landscape and offerings;
• Maintains close working relationship with company’s product personnel to know product futures and timing, as well as feedback concerns and requests from prospects.

Desired Skills and Experience:

• 6+ years selling to ICT Sectors’ clients;
• Preferred sales experience in selling security solutions and services or an enterprise-wide product to high level asset owners;
• Proven track record of meeting quarterly and annual sales and profitability objectives for the previous 4 years;
• Proven track record of selling to executive and field C- level customers;
• Proven track record with penetrating and closing new logo accounts;
• Demonstrated success in driving highest levels of Customer Experience;
• Candidates with established networks and relationships preferred.

Competencies: 

• Penetrate the account to stay current on all activity and maximize sales volume by increasing size and length of the sales deal;
• Sell solutions strategically to all levels within the organization;
• Build and develop key executive relationships across multiple business units (Security, Data Center, IT);
• Develop and execute monthly, quarterly and annual account plans through superior account management skills;
• Negotiate pricing and implementation for complex sales including multiple products and services to accounts with multiple subsidiaries in multiple locations;
• Manage cross-functional teams, clarify roles and responsibilities, and boost collaboration;
• Deliver and present persuasive presentations to audiences of all sizes and levels;
• Communicate effectively at meetings, providing presentations, and in written documents.