Job Description Job Title: Regional Sales Manager DACH Reports to

Job Description
Job Title: Regional Sales Manager DACH
Reports to: Regional Sales Director (Neil Hollister)
Organizational Unit: Sales
Location: Germering, Germany Country: Germany
Summary:
Responsible for managing a territory and maximizing revenue for the company. Tasked with creating, developing and
executing sales strategies for assigned region as well as generating accurate and realistic sales forecasts. The RSM is
expected to deliver consistent revenue performance and growth, and will need to opportunistically look at the market
for breakout revenue opportunities.
Qualification Requirements:
Education:
Bachelors Degree in related field or equivalent experience
Experience:
5+ years of sales experience in IT security industries, at least 3 years at major account sales with OTE
achievement
Strong background in security and/or software products and/or subscription selling with experience working
directly with strategic accounts.
Experience in channel and/or Service Provider/Systems Integrator relationship development
Experience in managing all aspects of the sales cycle including prospecting, development of the partner/customer
relationship at all levels and the execution of the account plans.
Experience in working with multi-element revenue models which include both one time and recurring revenue
streams, and which may include multiple products.
Skills:
Capable of working two-tier relationships for both short term wins and long term gain
Capable of closing complicated deals from discovering sales opportunities to contract completion.
Able to up-sell strategic existing accounts as well as penetrating and closing strategic targets
Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to
collaboratively work with Sales Engineer to ensure that commercial goals are achieved within territory.
Sales driven with strong track record of closing big ticket item deals.
Ability to communicate with senior management of very large enterprises for sales and new product launch
Excellent communications and presentation skills (both written and oral)
Multiple language skills specific to the territory and strong English skills
Strong market development sense and vision
Ability to thrive under pressure
Essential Duties & Responsibilities:
Manages, develops and grows strategic channel prospects and existing partner relationships
Develops end user pipeline and associated customer relationships – direct and through partners
Identifies, qualifies and quantifies all opportunities within an assigned region and leads sales effort
Develops and delivers accurate and technically correct sales presentations to potential partners and customers
Manages all aspects of the sales cycle including prospecting, development of the customer relationship at all
levels and the implementation of the account plans
Delivers on set objectives to achieve revenue and growth targets
Works with sales support staff, pre and post sales staff to further customer relationships at all levels and
across the value chain
Forecast, track territory opportunities, and close the deals