Develop, oversee and execute Enterprise Sales in enterprise sales within the industry. Build and grow strong customer and partner executive relationships to earn their trust and loyalty.
Main responsibilities: Lead a sustainable and predictable sales business both externally and internally; lead and empower frictionless orchestration and hold the industry enterprise sales team (3-4 + employees) accountable for lead generation and pipeline velocity across 4 rolling quarters to deliver on targets.Build and grow strong customer and partner executive relationships to earn their trust and loyalty. Successfully remove roadblocks & orchestrate Kaspersky ecosystem resources.Drive active participation with Industry focused account team members in cybersecurity communities.Achieve quarterly and annual set Enterprise industry financial targets on territory.Establish and maintain executive level relationships to create a qualified pipeline and drive revenue.Develop contacts with customers into leads and work through the entire sales cycle.Accelerate Customer Satisfaction: being the Trusted Advisors to our customers, increasing Industry Enterprise Account Team Quality and improving Account Transition experience, accelerating relevant C-Level and Line of Business Owners conversations to get Kaspersky products & services empaneled as their preferred choice.Articulate the value of our product / service to higher level within customer organization.Establish a sales training program to train new employees.Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment.Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT, etc. to large enterprises within the targeted industry (fuel & energy).Supply proposals and product information to prospects.Funnel reporting and updates using SalesForce.Work in close connection with Partner Account Lead to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator.Stay updated with competitive landscape and latest trends in the security market with the special focus on particular industry.Present Kaspersky Portfolio of product & services at industrial field events such as conferences, seminars, etc.Serve as an escalation point when required leveraging voice of customer feedback through surveys, listening systems and social mechanisms to identify and alleviate key customer success blockers.Providing insight and feedback from customers and partners to HQ BD Team to help learning and improvement in industry solutions and offerings.Remain focused on customer facing time by running a predictable and healthy business maintaining rigorous sales process compliance.Requirements: Education Bachelor's Degree in Marketing, Management, Business Administration or equivalent.5+ years of related experience: Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered global organizations, selling and delivering complex solutions to enterprise customers.8+ years direct account management in IT Sales in handling large accounts within financial sector.Knowing and understanding of industry trends and drivers, federal / government legislations.Excellent knowledge of sales principles and practices, experienced in complex sales training and sales methodologies and an ability to coach others on them.Proven track record of achievement against quota.Knowledge, skills and abilities Must have: Demonstrable experience as a head of sales, developing client-focused, differentiated and achievable solutions within the fuel & energy industry.New business hunter and a proactive go-getter with a winning mentality.Strong leadership and team building skills.Highly developed social skills and ability to build trust, manage relationships at all levels.Target-driven and result-focused.Strong business and executive level sales acumen.PC Advanced skills in MS Office programs.Reporting skills in CRM Tools.Apply for jobFields marked with * are required.
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