Job Description
RSA’s Fraud and Risk Intelligence business is looking to recruit an outstanding Sales Leader for its EMEA business.
This role will be responsible for achievement of revenue objectives and specific initiatives for all RSA's award-winning adaptive authentication and Web threat detection (formerly Silver Tail) products.
This role encompasses managing an international sales team to focus on the business expansion for the Fraud business in EMEA. The role requires that the candidate is a proven sales and business leader and someone who is a role model for teamwork, sales management, strategic thinking and operational excellence.
Specific Responsibilities
Provide Leadership and Direction to sales individuals under your responsibility.
Collaborate with other RSA and EMC teams to align to direction and mission to maximise sales opportunity
Develop and Execute EMEA ‘Go to market’ strategies for the FRI business.
Deliver on quarterly and yearly sales targets
Sales Management
Manage the sales team ensuring each Account Manager achieves their assigned quota
Allocate resources to opportunities and territories
Drive business Development activities that identify and qualify pipeline to a minimum of 3X quota
Partner with all Business Units within RSA and broader EMC on major deals
Forecast, track and manage revenue
Manage major deals to successful conclusion
Management of license, Professional services and support revenues
Make direct sales calls to senior customer targets
Manage activity rate of sales team (calls, demos, presentations, proposals)
Select key potential performers and actively recruit for headcount objectives
Manage direct sales targets and Channel sales targets.
Strategic Thinking and Execution
Proactively develop and maintain leadership strategy in the following areas
Growing revenue with the channels
Drive Solutions for the market
Develop Go To Market Plan for the markets
Competitive strategy at the sales, channel and market level
New partnerships – ISVs, OEMs, Distributors
Local acquisitions
Growth of services revenue.
Operational excellence
Target, quota, forecasting accuracy
Pipeline management
Sales Force discipline
Contract execution of key partners
Order processing and tracking
Management – use of EMC management tools for performance management and growth.
Experience
The ideal candidate should have experience selling complex enterprise software solutions in a quota carrying role. Solid experience of Fraud Risk and Intelligence is required.
Will have been a sales Leader ideally of an international team and understand how to drive and motivate a remote tea.
Experience selling direct to Customers and through the channel and should have worked in a matrix environment as an effective product specialist in a large company.
Able to lead, manage and integrate a successful Operation within the framework of the current RSA organization.
Strong Solution Sales experience across multiple industry verticals especially in Financial and eCommerce
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