Head of Enterprise Sales, META

AO Kaspersky Lab - السعودية - Saudi Arabia

توظيف: دوام كامل

Develop, oversee and execute an enterprise go-to-market strategy on dedicated territory
Create, drive and manage NAL enterprise sales activities on territory
NAL Enterprise pipeline development and pipeline management in partnership with local management and Enterprise Account managers / Funnel reporting and updates using the CRM
Oversee and help to drive/execute on annual Enterprise/Key Account planning.
Direct or dotted-line management of the META Enterprise team (Enterprise Account Managers and Key Account managers)
Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
Design and own a framework of working with Regional Strategic Accounts
Develop efficient communication and team collaboration across territories within Enterprise community
Articulate the value of our product/service to higher level within customer organization
Responsible for consistent and continuous improving profit margin of the Enterprise Business segment of the company
Responsible for Enterprise target setting process and contribute to 4/2/1Y planning process, identifying key areas of growth, market opportunities and insights;
Develop contacts into leads and work through the entire sales cycle
Identify, develop and articulate a compelling value proposition to prospective customers from NAL in the large enterprise segment
Position Kaspersky specialized services like cyber security training, threat intelligence services, Anti APT, etc. to large enterprises
Supply proposals and product information to prospects
Independently driving the entire sales cycle for customer acquisition
Stay updated with competitive landscape and latest trends in the security market
Leverage industry knowledge and contacts to create an immediate impact in what will continue to be a rapidly growing segment
Work as a trusted consultant for NAL large enterprises to get Kaspersky products & services empaneled as their preferred choice
Lead the process of timely response to RFP’s, along with partners & colleagues
Present Kaspersky Portfolio of product & services at field events such as conferences, seminars, etc.
Convey customer requirements to Product Management teams on the regular basis
Forecasting
Co-ordinate with the global and the local Enterprise Sales Teams
Work cross-functionally with other team members to deliver company goals
Recruit, train, develop, supervise, and motivate team

Master’s degree required (Sales, Marketing, Business Operations, Computer Science etc); MBA desired 10+ years of experience in a leadership role for a medium division or company
Demonstrable experience in Enterprise / Corporate Sales in the IT software industry, Cybersecurity experience highly beneficial
Proven track record of delivering revenue and profit in Enterprise Sales
In-depth understanding of Enterprise Accounts and markets
Good understanding of Enterprise Sales
Experience of working in an international, fast paced environment
Experience of working with META region
New business hunter and a proactive go-getter with a winning mentality
Understands and implements MEDDIC or BANT Sales Methodology
Excellent communication and presentation skills
Highly developed social skills and ability to manage relationships at all levels
Target-driven and result-focused
Good time management skills
Strong business and executive level sales acumen
Strong sense of responsibility, commitment and execution, effective communications skills in interacting with people at all levels
Able to work under pressure, multi-tasking and meet deadlines
English: fluent
Advanced skills in MS Office programs
Reporting skills in CRM Tools

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تاريخ النشر: 23 رمضان 1445 - ١ أبريل ٢٠٢٤

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