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Regional Services Sales Lead

Arbeitsort:
Arbeitszeit: Vollzeit
Vertragsdauer: Unbefristet

Summary

Key responsibilities involve strategically identifying and capitalizing on business opportunities for services in given region, spanning various segments and channels.

Job description

Aligning sales objectives with overall business goals, developing and implementing comprehensive growth strategies, and defining key performance indicators for evaluating and optimizing service sales initiatives are incremental parts of responsibilities. The role also includes leading client acquisition efforts, nurturing relationships with key clients, and identifying upsell and cross-sell. Additionally, the role actively manages the services pipeline, coordinates market mapping, and closely collaborates with other Services Sales Lead to foster business development and knowledge sharing.

FUNCTIONAL RESPONSIBILITIES AND DUTIES
• Identify business opportunities and develop a comprehensive growth strategy for services across all segments (SMB, enterprise, consumer) and channels (direct, reseller, MSP) in given region.
• Align sales objectives with overall business goals.
• Define, develop and implement programs, plans, activities and propose new strategies to maximize services sales across all segments and channels in given region, in line with the company strategy.
• Define and monitor key performance indicators (KPIs) for implemented plans, evaluate and report results.
• Actively cooperate and share knowledge with Services Organization on all activities related to business development and sales activities for services.
• Lead client acquisition efforts, target potential clients interested in cybersecurity solutions, and contribute to expanding the customer base. Identify upsell and cross-sell opportunities within the existing client base.
• Coordinate market mapping and client's requirements collection within given region for new versions and improvements of services.
• Actively develop and manage the services pipeline in given region, participating in Pipeline Reviews and identifying and tracking loss reasons. Ensure timely follow-up on leads and opportunities.
• Cooperate on billing planning of services in given region, verify plans vs target, monitor and track sales performance vs target, analyze reasons for potential underperformance, and propose corrective measures. Prepare and present regular reports on sales performance, market trends, and competitors’ activities.
• Be the sales face for services within given region articulating services sales strategies and presenting services-related topics/launches/propositions. Perform presentations and negotiate agreements with partners and customers.
• Collect sales training needs for services, discuss with the local sales team, and align with the Global Sales Lead and Sales Enablement team on training needs. Provide ongoing training to the sales team on cybersecurity services, industry trends, and effective selling techniques.
• Identify the need for services sales enablement materials and tools aimed at sales of services in given region.
• Gain client testimonials and referrals. Identify potential prospects for Gartner Peer Insights reviews.
• Perform conceptual, systemic, creative and methodical activities.
• Carry out other work according to the instructions of a managing employee in accordance with the activity of the department and the company.