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detail
Senior Sales
Executive, South Asia
EXP - 5 – 8 Years/Location
- Mumbai
Our growing company relies on
curious, dedicated and innovative colleagues to anticipate the future and
provide solutions for a more connected, mobile and secure world. Company technologies
and expertise help government agencies, enterprises and financial institutions
in more than 150 countries serve and safeguard citizens, employees and
consumers. Each year, our solutions secure billions of transactions — and
every day, our technologies issue and manage more than 10 million secure
identities. How do we do all of this? Together.
Join us. Together we’ll create solutions for a more connected,
mobile and secure life.
Position Overview
The successful candidate
will be responsible for achieving assigned sales objectives for the company in the South Asia market by closely
working with existing partners (global SIs and local VARs), developing new
partners and liaison with direct customers. They will manage the client
relationship for key accounts, functioning as a single point of contact, and
design strategies for new business development and meet targets for growth. The
position will be based in our Mumbai, India office.
Responsibilities
·
Calls on existing and potential clients to identify
their current or perspective needs and provide information about Company products/services
including demonstrations and quotations. Develops, together with the Channel
Management Team, new Channel Partners for Company products. Assumes
accountability for achieving defined revenue targets.
·
Enables partners to resell Company products and
successfully implement them. Develops leads to potential new customers through
various sources. Consults with partners to analyse and understand their
customer’s business needs and determine which of Company products and services
best fit their requirements.
·
Researches and develops sales presentations to
effectively relate Company products/services to potential customers' needs.
Helps partners to develop business proposals for presentation to clients,
assembles expertise from other departments to ensure that all technical areas
are covered.
·
Maintains thorough knowledge of Company products/services,
sales objectives and strategies, pricing and delivery/installation policies and
practices to be able to respond to customer requests for information. Manages
overall client relationships, has overall responsibility for the maintenance
and development of business from existing clients.
·
Responsible for forecast – maintains required sales
and call records and prepares reports as required.
·
Leverages marketing events/activities as well as
attending relevant industry events and trade shows to ensure Company brand
recognition within the marketplace.
·
Ensures the pre-sales technical endorsement/presentation
of Company products. Provides design
advice and technical guidance to partners in the application of Company.
Assists partners in understanding the integration of Company products into
their existing technical infrastructure.
Provides feedback to Company design and production personnel.
·
Reviews impact of new Company product releases, new
product features, delivery schedules, and competitor offerings with sales
personnel.
·
Represents Company at technical exhibitions,
conferences, and speaking engagements to assist in explaining technical and
performance information.
Qualifications
and Experience
·
Relevant Degree or equivalent qualification.
·
Significant experience in a similar role, preferably
within the IT or Telecoms industry selling complex solutions to senior levels
or large and intermediate sized companies in Enterprise, SI or ISV environments.
·
A proven and successful track record of closing deals.
·
New account development experience
·
Account relationship management experience as
evidenced by opening, growing and maintaining fortune level accounts.
·
Extensive knowledge of Internet Security technology
(e.g. network, PKI, policy, VPN, Access control (PMI)). Knowledge of Company
products and awareness of competitor product offerings would be an advantage.
·
Experience selling managed security services and
consulting services
·
Strong communication, presentation, proposal writing
and sales skills
·
Demonstrated communication and presentation skills,
including the ability to clearly communicate business and technical concepts.
·
Demonstrated forecasting ability,
·
Personal performance management against sales targets
/ objectives
·
Strong teaming skills – ability to work cross
functionally within the organization
·
Sound planning and organization skills
·
Ability to maintain confidentiality.
·
Positive, proactive and responsible.