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Territory Sales Manager (Nordics & Baltics)

📁
Sales/Marketing
📅
190000BC Requisition #

Territory Sales Manager (Nordic-Baltic)   Req ID # 190000BC

Today's fast-moving digital environment enables enterprises to operate more efficiently, gain competitive advantage and serve customers better than ever before. It also multiplies the security risks.

nCipher Security, an Entrust Datacard Company empowers world-leading organizations by delivering trust, integrity and control to their business critical information and applications.

 

Our cryptographic solutions secure emerging technologies – cloud, IoT, blockchain, digital payments – and help meet new compliance mandates, using the same proven technology that our customers depend on today to protect against threats to their sensitive data, network communications and enterprise infrastructure. We deliver trust for your business critical information and applications, ensuring the integrity of your data and putting you in complete control – today, tomorrow, and at all times.

 
Position Summary:

The TSM is responsible for driving new business from prospective new logo targeted organisations and existing customer accounts within the region, building pipeline and meeting and/or exceeding all sales quotas to achieve revenue goals.  This position will organize, plan, direct, and coordinate all sales activities for prospect accounts and partners, but there will be a few established customers. This person should be skilled in understanding customer business needs via a methodical sales discovery process and be able to report this within the nCipher forecasting methodology.  Large complex sales situations will require a documented sales approach with full processes and territory and account planning, which will ultimately address the customer’s critical success factors as they relate to nCipher’s services and products.  Develop, nurture, and maintain relationships with prospective and current customers in the pursuit of solving the prospect’s or customer’s business issues while in turn driving nCipher’s success.

Essential/Key Areas of Responsibility

  • Act as a business partner to the customer and provide “industry expert” executive level selling practices while delivering clear differentiation, to identify sales opportunities.
  • Create demand by understanding business challenges, by delivering entry point value statements, value propositions, and by identifying the key buying influences in a complex sales environment.
  • Develop and drive a full pipeline of qualified sales prospects by working with a network of channel partners and consultants via nCipher Channel Managers, active participation in industry associations, using direct marketing and inside sales and telemarketing resources, in addition to personal prospecting and market/territory research.
  • Create demand for nCipher products/services emphasizing the value of nCipher’s products, services and messaging.
  • Team with Professional Services and Business Development associates to deploy and execute account strategies and coverage.
  • Identify all key “Buying Influences” within the assigned account base and prospective clients.
  • Plan and conduct mid/high-level meetings with customers and prospects. 
  • Identify customer business needs.  Develop strategies to present partner/company-based solutions.  Develop and present proposals. Involve appropriate company resources and management throughout the sales cycle.
  • Create and execute sales strategies and sales plans that deliver desired results.
  • Develop value statements, account profiles and strategies for all accounts.
  • Manage opportunity “pipeline” by continually qualifying and re-prioritizing opportunities among accounts, meeting with customers, managing the sales cycle, and reporting on opportunities, activities, forecast, and contact information (use of Salesforce.com).
  • Establish, build and maintain customer relationships.  Ensure that solutions balance the needs of both the customer and company.  Build trust and credibility with the customer and ensure good communication between sales and professional services at customer accounts. Establish and maintain a strong working bond focused on the customer between Sales Product Management, Development and Professional Services, 
  • Research potential prospect opportunities and cultivate new leads using a variety of information sources such as company annual reports, investment analyst information, print media, Internet sources, company trade show events and lists.
  • Ability to quickly learn, apply, and position technical knowledge related to company and competitor offerings.  Able to communicate technical aspects of product and service offerings to customers and prospects. Disciplined to follow-through and research technical/integration questions that may be outside your normal scope of knowledge.
  • Engage in contract renewal process when required to assist Internal Sales.(after management approval)
  • Develop a solid understanding of competition for each business line.  Share competitor knowledge with sales team.
  • Participate in relevant industry conferences.


Technical Knowledge/Skills & Experience Required

  • Internet (prospecting / research)
  • SalesForce.com or comparable CRM system
  • Outlook (email/calendar/tasks)
  • PowerPoint (presentation development)
  • Proven sales experience within applicable region/country
  • Enterprise IT infrastructure/application knowledge
  • Background in the IT security industry involving hardware and/or software.  
  • Financial acumen to be able to create financially sound sales strategies
  • Comfortable selling direct or through channel partners and consultants
  • Data Protection, encryption/cryptography experience is highly desirable.
  • Significant ‘direct touch’ experience in selling to the commercial sector
  • Experience positioning and selling enterprise solutions to a C-level audience
  • Applicable regional/country market, Industry and or company knowledge
  • Practical use of Strategic Selling systems using a predetermined sales methodology
  • Experience or exposure to the development of sales strategies for complex accounts
  • Has a level of vision which goes beyond products and services to understand the complete solution
  • Ability to develop senior level relationships
  • Has the ability to demonstrate creative thinking
  • Can present effectively to small and large groups
  • Is a highly motivated, results orientated goal achiever 
  • Evidence to support working with channel partners

Key Performance Indicators

  • Annual sales revenue target
  • Quarterly sales revenue target
  • Production of and delivery against agreed business plan for region.
  • Attendance of technical and sales training sessions.
  • Regular customer meetings schedule.
  • Execution against agreed personal development plan and delivery of actions therein.
Educational Requirements
 

§  Bachelor’s degree or equivalent

§  Sales training in a recognized sales process. (Sandler / TAS etc.)

 

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