Management Level: Disciplinary oversight for sales team
Area of Impact / Influence: Sales
Business and Educational Expertise: No less than fifteen (15) years of sales experience with at least five years in an executive sales capacity with a cyber-security professional services focus. Bachelors degree mandatory, Masters degreepreferred.
Billable Contribution Target: Non-Billable
Interpersonal Skills: Excellent oral and written communication skills. Leadership through influence is essential. Must have excellent time management skills, work independently, and be able to direct a sales team.
Successful experience building a go-to-market strategy and corporate sales plan for cyber-security professional services
Successful experience selling cyber-security services to C-Level Decision Makers
Experience in managing key customer relationships for growth and closing strategic opportunities
Successful experience managing a team of 10+ salespeople including monitoring and evaluating salesperson progress against stated expectations, and aligning and changing behavior with performance expectations
Proven experienceworking within a small to medium size company as an executive
Demonstrated ability in all aspects of sales leadership including but not limited to managing sales tasks, forecasting, providing accurate reports around pipeline, close ratio, etc.
Develop plans and strategies for developing business and achieving the company?s sales goals
Create a culture of success and ongoing business and goal achievement ? possibly more important than the first item on this list
Manage the sales teams, operations and resources to deliver profitable growth
Manage the sales budget
Define optimal sales force structure
Hire and develop sales staff
Become known as an employer of choice and a sales force that top sales people want to join
Define and oversee sales staff compensation and incentive programs that motivate the sales team to achieve their sales targets
Define and coordinate sales training programs that enable staff to achieve their potential and support company sales objectives
Manage customer expectations and contribute to a high level of customer satisfaction
Define sales processes that drive desired sales outcomes and identify improvements where and when required
Provide detailed and accurate sales forecasting
Compile information and data related to customer and prospect interactions
Monitor customer, market and competitor activity and provide feedback to company leadership team and other company functions
Work closely with the marketing function to establish successful support, channel and partner programs
Manage key customer relationships and participate in closing strategic opportunities
Travel for in-person meetings with customers and partners and to develop key relationships.