The Key Functions of the Role:

Develop, oversee and execute Enterprise Sales in enterprise sales within the industry. Build and grow strong customer and partner executive relationships to earn their trust and loyalty.

Requirements:

Education

• Bachelor’s Degree in Marketing, Management, Business Administration or equivalent.

Work experience

• 5+ years of related experience: Sales leadership roles, managing high performance sales and technical-sales teams, coaching solution sales and account development strategies, leadership roles in multi-tiered global organizations, selling and delivering complex solutions to enterprise customers
• 8+ years direct account management in IT Sales in handling large accounts within financial sector
• Knowing and understanding of industry trends and drivers, federal / government legislations
• Excellent knowledge of sales principles and practices, experienced in complex sales training and sales methodologies and an ability to coach others on them
• Proven track record of achievement against quota.

Knowledge, skills and abilities

Must have:

• Demonstrable experience as a head of sales, developing client-focused, differentiated and achievable solutions within the fuel & energy industry
• New business hunter and a proactive go-getter with a winning mentality
• Strong leadership and team building skills
• Highly developed social skills and ability to build trust, manage relationships at all levels
• Target-driven and result-focused
• Strong business and executive level sales acumen.

Foreign languages

• English: upper-intermediate.

PC

• Advanced skills in MS Office programs
• Reporting skills in CRM Tools.

Main responsibilities:

• Lead a sustainable and predictable sales business both externally and internally; lead and empower frictionless orchestration and hold the industry enterprise sales team (3-4 + employees) accountable for lead generation and pipeline velocity across 4 rolling quarters to deliver on targets
• Build and grow strong customer and partner executive relationships to earn their trust and loyalty. Successfully remove roadblocks & orchestrate Kaspersky ecosystem resources
• Drive active participation with Industry focused account team members in cybersecurity communities
• Achieve quarterly and annual set Enterprise industry financial targets on territory
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue
• Develop contacts with customers into leads and work through the entire sales cycle
• Accelerate Customer Satisfaction: being the Trusted Advisors to our customers, increasing Industry Enterprise Account Team Quality and improving Account Transition experience, accelerating relevant C-Level and Line of Business Owners conversations to get Kaspersky products & services empaneled as their preferred choice
• Articulate the value of our product / service to higher level within customer organization
• Establish a sales training program to train new employees
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment
• Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT, etc. to large enterprises within the targeted industry (fuel & energy)
• Supply proposals and product information to prospects
• Funnel reporting and updates using SalesForce
• Work in close connection with Partner Account Lead to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator
• Stay updated with competitive landscape and latest trends in the security market with the special focus on particular industry
• Present Kaspersky Portfolio of product & services at industrial field events such as conferences, seminars, etc.
• Serve as an escalation point when required leveraging voice of customer feedback through surveys, listening systems and social mechanisms to identify and alleviate key customer success blockers
• Providing insight and feedback from customers and partners to HQ BD Team to help learning and improvement in industry solutions and offerings
• Remain focused on customer facing time by running a predictable and healthy business maintaining rigorous sales process compliance.