S3 Group

This organization is a powerhouse, and market leader in the IT Security industry. Despite last year’s economic turn down, they continued to increase market share and experienced strong growth in Asia. They intend to build on this growth in 2010, and as a result are looking to hire a high calibre individual to lead the consumer business in APAC.

The key responsibilities of the role are to develop new Consumer and SMB Online opportunities within enterprise accounts.  To engage with regional teams to develop account plans for specific target vertical markets within an agreed set of enterprise accounts in order to improve account penetration via a sell thru model.     This role will be a key interface between both the Consumer team and the Enterprise Account managers and will be critical to the success of this program.

Primary Responsibilities

• Develop account plans in conjunction with named Enterprise Account Managers.
• Provide guidance and direction to the EAM in the identification/qualification of potential partners/target opportunities.
• Identify key groups and stakeholders within identified accounts and develop cross-segment monetization plans.
• Manage engagement with the named strategic accounts to achieve optimum results.
• Lead a large, complex, virtual team, working collaboratively with primarily Consumer Business Development managers and Enterprise Sales Executives, as well as Product Management, Partner (technical) Management, Marketing and other relevant functions
• Develop and deliver detailed, accurate and timely bookings forecasts. Ensuring the opportunity is recorded in both the enterprise forecast and pipeline management system.
• Close individual opportunities and manage the hand over to the local Consumer team.
• Collaboratively identify, qualify and close new revenue growing initiatives.
• Work within the virtual teams across the APAC regions to allow development of combined Consumer / Enterprise opportunities – initially focused on the Financial and Telco verticals.
• Manage the enterprise opportunities to meet or exceed revenue quotas.

Experience

• Business Development experience in a regional role that requires working with cross functional teams preferably involving integrating SMB and consumer technologies with a partner offer.
• Experience of managing and developing relationships with internal stakeholders, building internal resource teams for large enterprise clients.
• Matrix Leadership experience.  This individual must have :
  • Excellent planning skills
  • Ability to clearly communicate
  • Exceptional relationship development skills
  • Excellent leadership/bearing (sets example, etc)
  • Matrix leadership experience in sales and non-sales roles

• Previous Enterprise Account Management and Sales Management experience is ESSENTIAL
• Track record of consistent over quota achievement.
• Previous Online Marketing experience – Direct web (ecommerce) preferable.
• Executive level contacts at partners in the PC Manufacturing, ISP and Home Networking business preferable.
• Should be capable of developing detailed and well organized account plans with quarterly and annual business goals and be able to execute effectively against plans.
• Strong knowledge of consumer and SMB software security markets required.
• Exceptional interpersonal, communication and presentation skills.
• Must be comfortable with 70% APAC travel.

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