Territory Sales Manager, DACH

Territory Sales Manager, DACH

Radware is looking for a Territory Sales Manager in DACH to engage Radware within key Enterprise industries. To define and represent the enhanced Radware proposition to defined players in this market segment and to aggressively grow Radware’s market share and revenues from existing and new key Enterprise accounts.

What will you do:

• Primary point-of-contact for named enterprise account/(s). Maintains contact with account at a high, executive level, focusing on the strategic nature of the relationship
• Sells the organization’s products or services to and maintains relationships with existing accounts. Responsible for expanding and retaining enterprise accounts while ensuring ongoing customer service.
• Responsible for identifying and qualifying long-term and short-term business opportunities and pro-actively identifying and addressing competitive threats
• Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to closure, and closes sales in a professional and effective manner
• Responsible for significant key partner relationship management and development. Facilitate executive-level relationships between the customer, Radware and its partners including facilitating communication on strategic and tactical issues and maintaining continuity
• Maintain up-to-date knowledge of industry trends, technical developments and government regulations that effect target markets
• Must understand organization’s business needs, develop application of products and services and communicate how Radware’s technical value-added solutions will address those needs
• Research and develop lists of potential customers within an organization; regularly follow-up on leads and developing leads, and act to close deals
• Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of named accounts
• Assume a leadership role in coordinating account strategy and tactics for sales support team (Systems Engineering, Sales Operations, Services, Sales Management)
• Develops strategy for sustained management and success of business and coordinates resources to ensure goals are met

What do you need to succeed:

• Must have appropriate sales experience - Ideally would have networking/security experience.
• Minimum 5 years sales experience in a direct touch sales role or equivalent Channel Sales role.
• Knowledge of the market (customers, companies, competitors, key players, existing contacts)
• Be able to competently and confidently discuss and articulate key business and technology factors affecting major corporations
• Proven successful sales track record in a difficult market climate selling high value / high complexity solutions
• Exposure to and experience within the security sector in an Enterprise/Government context
• Effective and influential verbal, written, electronic communication, and presentation skills
• Pro-active, solutions-oriented, and innovative
• Able to work effectively and collaboratively under pressure and in a team environment
• Must be influential, and client-focused, comfortable targeting clients at Board level through to staff/engineer level
• Must be sharp, assertive, polished, professional, and entrepreneurial
• Must be extremely driven and focused to achieve stretching targets
• English Fluency