Trusteer, an IBM company, is seeking Enterprise sales representative, sales ‘hunter’ with extensive experience and executive relationships selling to Enterprise clients. The job role concentrates on selling complex solutions to information security officers in clients with greater than 2,000 employees and $500 million in revenue.
The Enterprise sales representative is responsible for the development and performance of all sales activities in the region.
– Be able to organize, develop and execute against a business plan for the territory
– Target large enterprise institutions in your territory and develop extensive knowledge of these accounts – key contacts, business needs, existing anti-malware solutions, competitive environment, gaps and requirements, budgeting and buying processes
– Introduce Trusteer solutions to key buyers/influencers and establish trusted relationships with them
– Manage complex sales process from initial meeting through procurement and contract signing
– Explain Trusteer value proposition through presentations, email, and oral communications
– Be fluent in core Trusteer messages, solution capabilities, and competitive environment
– Track and report on all activities through salesforce.com
– Manage pipeline and provide reliable forecast
Key skills and background:
– Experience with enterprise solutions and large, complex organizations
– Extensive experience in all aspects of network and client security solutions
– Strong understanding of customer and market dynamics and requirements.
– Proven leadership and ability to drive sales
– Trusted relationships with the line of business, C-level executives, and information security executives (We are NOT selling to IT or other internal support organizations)
– High-energy hunter mentality coupled with ability to work closely with C-level contacts
– Comfortable with complex sales processes
– Experience with multi-million dollar deal sizes in a fast paced, rapidly evolving, demanding environment
– Represent IBM-Trusteer with integrity and professionalism
Anti-malware solution sales experience is a plus.
Besides fluency in English our candidate should be fluent in French or Italian
At least 5 years experience in Enterprise sales
In order for IBM to offer a wide range of opportunities to applicants and to afford IBM flexibility in staffing across its corporate structure, your application and information may be shared across our enterprise, including with and among our subsidiaries and affiliates worldwide. One of these affiliates is Trusteer, an IBM Company. By submitting your application and information you acknowledge and agree that your information will be used and made available to our subsidiaries and affiliates, and that interviewers may include personnel from any of IBM’s subsidiaries and affiliates.
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