Enterprise Sales Leader CZ/SK

The Sales Leader is responsible for new customer and partner accounts development and for expanding the business within existing accounts, in Czech Republic and Slovakia.

He/She must be able to execute complex sales and effectively manage the partner sales process and relevant sales development activities. He/She sells B2B software licensing, appliances and services, to selected Enterprise accounts, as well as manages the development of specialized partners within market segments of interest.

He/She manages and drives revenue through complex, multiple go-to-market strategies. Identifies, qualifies and executes sales processes, engages effectively with other company resources – such as Presales Engineers, marketing, channel, commercial, PM, etc as required.

Major Responsibilities:
Job Responsibilities

The Sales Leader is distinguished by his/her knowledge of the Security Industry . He/She will be responsible for driving sales in assigned accounts, by coordinating executive level interface between company, the account executives and partners, operating under the following main responsibilities:

o Leads the local sales and presales teams

o Sells company´s entire security solution portfolio and maintains relationships with 20-25 named accounts, of strategic importance or major revenue potential.

o Develops strategies, account plans, sales goals, forecasts and value propositions and orchestrates the company’s resources to maximize profitable sales growth.

o Conducts prospecting, lead generation & qualification, pipeline development, quote and order management & facilitation.

o Cultivates and maintains executive level (CxO) relationships within IT and other LoB’s, focusing on the strategic nature of the relationship, at the trusted advisor level.

o Works with partner sales and presales resources, in a virtual sales team, to drive and/or support partner-led new opportunity selling.

o Represents company to the customers and the market

o Is responsible for expanding company´s footprint in the assigned territory or named accounts, ensuring ongoing customer satisfaction.

o Meets or exceeds quarterly sales quota and customer satisfaction metrics.

o Interfaces with all levels of management and negotiates effectively.

o Works interdependently, with little supervision for most assignments.
o Bachelor's or Master’s Degree.

o Seven (7) years or more prior sales experience, with clear direct customer engagement and channel management involvement, under an annual sales quota.

o Good knowledge of the IT software and/or cyber security solutions market, the competitive landscape and the Vendor/SI/Reseller ecosystem.

o Ability to manage and successfully conclude complex projects with long sales cycles.

o Experience in using sales automation and reporting tools.

o Ability to liaise with and manage partners, for sell-through and sell-with activities, preferably within the software or IT security industry.

o Ability to assume account ownership and develop solid account plans.

o Excellent presentation, time-management and prioritization skills.

o Strong business and executive sales acumen, with contacts/relationships within large accounts in the country.

o Strong quarterly quota achiever.

o Excellent verbal and written communication skills in both Czech and English.

Key considerations

1) He/She has at least (7) years working experience as a quota carrying Enterprise sales, within the cyber security (on premise or cloud-based software) and/or the networking security market.

2) He/She demonstrates good knowledge of the cyber security solutions market in Czech Republic and Slovakia, vis-à-vis the enterprise CxO level clientele, ecosystem and competitive landscape.

3) He/She demonstrates team leadership skills, in developing sales by a high-touch, sell- through, business-to-business go to market model.
Company laptop and mobile phone
Paid company expenses
Car allowance 25,000 CZK monthly
For more information contact:
Jiří Březina
+420 602 259 577

Reference number: A433

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