Security Sales Manager

About this role
The role holder is responsible for managing overall sales activity for a widespread market, sector or a country. He/she directs an area sales force in reaching sales quota, setting performance measures, developing new business, developing and driving partnership and maintaining customer satisfaction. In account management, this role incorporates those managing the top and focused BT Accounts.
You'll have the following responsibilities
q To manage overall security sales activity for the MEA region.
q To develop the security sales strategy for the MEA region , and assist the GM, Security MEA & India in the development of the regional sales strategy and objectives.
q Able to engage at Senior Management level both internally and externally to strategically position BT for maximum competitive advantage.
q To develop and drive partnerships with key strategic vendors and indirect channel partners.
q Ensure delivery of financial and performance targets and obligations.
q Solution high level design - engage with customer to translate customer needs into solution designs; propose products and solutions that will meet these needs; articulate the commercial and technical benefit to the customer and assist Account Managers in closing deals.
q Evaluate customer technical architecture - engaging with the customer’s technical teams on their As-Is infrastructure
q Assess and understand competitor products and solutions in order to negotiate effectively with the customer and identify where GS adds value
q Support Bid/Deal process - engage with the customer, Account Management and Bid Management team throughout; confirm products; confirm quotes for solutions; provide high level solution design with assistance from Solution Architects and TDAs; assist in negotiations; assist in proposal presentations; deliver proof of concept and demos to customer; assist in handover to delivery
q Maintain technical expertise - become a recognised expert in GS’s Security Portfolio
q Maintain commercial focus - Assess customer maps for opportunities to sell GS Security products and repeatable solutions, communicating these to the Account Management team in order to determine if it is an opportunity to pursue
You'll have the following skills & experience
q Strong sales acumen, solution selling and business development skills.
q Strong leadership skills in managing, motivating and coaching.
q Strong presentation skills.
q Commercial acumen with negotiation skills
q Can translate technical solutions into sales arguments and BT USPs for proposals
q Ability to price products / solutions to ensure acceptable margins are generated
q Strong interpersonal skills for working with customers and GS teams
q Industry knowledge