S3 Group

My client is a world leader in SaaS security solutions.  As a result of organizations seeking more sophisticated solutions for their IT Security needs, this rapidly growing company is looking to hire a high energy sales performer to exploit the market demand.
Sales is organized into two parts, direct touch sales people selling through multiple channels, segmented by target company size, location and industry, combined with a partner team, recruiting, developing, enabling over 900 partners.

Responsibilities

To sell SaaS security services into the corporate market place by generating new business opportunities in specific and vertical or geographic market segments, interfacing both directly with customers and whenever possible, working through channel partners.

• Identifying, researching and targeting prospective business using all available means, including cold calling
• Create and maintain a sales pipeline of opportunities within the designated market segment(s)
• Development & maintenance of a business plan for the designated market segment(s)
• Build decision making level relationships with prospects to understand their business needs in relation to the use of internet technologies.
• Work with the Marketing, Operations, Sales Operations and Client Services Departments to develop ongoing business opportunities.
• Develop a comprehensive understanding of business trends needs requirements of the relevant horizontal market and provide regular feedback to the company, especially in terms of new product requirements.
• Work with the Regional Partner account Managers/ Directors to maximise horizontal expertise & knowledge sharing between the teams
• Develop and manage referrals in order to generate leads
• Adhere fully with the sales rules of engagement for transitioning customers from business development to account management and work closely with channel partners
• Work closely with the Client Services executives to ensure the customer is being managed within their expectations and that any opportunities are handled appropriately
• Liaise with other internal departments as required (e.g. Client Services, Operations, Legal and Marketing) to ensure smooth running of all interactions that prospects have with the company
• Provide accurate forecasts and reports on activity and sales performance as and when required by management
• Ensure all weekly KPI targets are met
• Work with Channel Group and Marketing to generate Associate Partners and business development opportunities through campaigns and programs for recruitment of Associate Partners.
• Maintain accurate and up to date customer information within business systems (Siebel)
• Ensure full compliance with all internal processes including sales order quoting systems (SOP)
• Compete with other team members for recognition, awards and incentives

Profile of Job Holder

Essential:
•    Good relationship builder with proven sales experience
•    Proven track record of revenue generation and achievement of targets
•    Experience of working with a CRM system
•    Solid understanding of sales cycles
•    Experience of high-activity sales
•    Ability to effectively communicate at all levels, in written, verbal and presentation form
•    Ability to develop and manage a consistent sales pipeline
•    Strong negotiation skills
•    Driving license
•    Can do, flexible and mature attitude to the role with plenty of common sense and an outgoing personality
•    Strong team player
•    Use of MS Office applications, PowerPoint and email
•    In-built desire to push oneself to over-achieve

Desired:
•    Demonstrable expertise in the Corporate market with good volume and depth of relationship with contacts
•    Formal sales training
•    Ability to manage and develop customer facing days such as seminars
•    Knowledge of Siebel and Cognos Reports
•    Time spent in an IT Security/IT/Telecoms environment

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