August 11, 2017

Regional Account Sales Manager

The Regional Account Manager is self-motivated and has the ability to build revenues in a challenging external environment. It is in his DNA to be a team player, with the mastery to leverage internal resources towards achieving goals beyond target.

  • Identify and grow opportunities within assigned territory
  • Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams
  • Plan and execute strategic planning/coverage of the account and ability on product positioning
  • Attainment of Revenues Goals per Quarter
  • Able to sell Technology to both large customers and demonstrate end-customer management
  • Aggressively drive partners to maximize sales and total partnership potential through best sales practices, training and support
  • Forecast and track key account metrics by providing timely revenue forecast accuracy
  • Additional responsibilities may include establishing contact, business development, cultivation, product positioning proposal, presentation and closing sales with the channels
  • All Sales Operations objectives like development of funnels for existing and future quarters, compliance to all weekly reporting norms and CRM guidelines
  • Covers C-Level end user customers (CIO, CEO, CISO, CFO, President, etc.)
  • Continuous learning and awareness of competitors’ products and services
  • Any other responsibilities will be assigned from time to time
Desired Experience and Skills
  • Min 7-10 years’ experience in end user account sales management with excellent sales achievement records is mandatory.
  • Experience in the IT security industry and market positioning strategies
  • Previous experience in Network and/or Security products will be an advantage
  • Able to understand the technology and translate it into business needs.
  • MNC Principal Background or large SI is preferred
  • Ability to sell value to CIO, as well as selling in complex multiple customer scenario while showcasing technical and sales expertise (as applicable)
  • Proven Account Management Experience in large customer SMB class and Enterprise Class
  • Possess good track record with customer, senior management
  • Excellent communication, presentation, and selling skills are mandatory
  • Strong leadership, ethics, interpersonal, communication, planning, analytical of performance, and customer service skills
  • Independent, mature, stable, dynamic, energetic with strong sense of dedication and integrity, meticulous, organized, and result-oriented team player
  • Possess a high degree of diplomacy and is tactful in dealing with issues and difficult situations
  • Consultative/Influence/Facilitation & Negotiation skills
  • Has extensive experience/exposure in handling focused industries – FSI, Telco, Government, Utilities, Manufacturing, BPO
  • Has established good business relationship / partnership with end user customers and Channel partners