This is a senior, consultative sales strategy and execution role reporting to the Senior Director of the GTM Shared Services Business Office. We are looking for someone with demonstrated experience in Sales and Sales Leadership in complex portfolio-driven organisations and adjacent, similar markets. The focus of this role is to programmatically execute Sales Strategy by leveraging Sales Planning Motions as a vehicle to accelerate revenue growth, optimise resource leverage, and achieve portfolio sales outcomes.
In this role you will partner with Sales Leadership to drive sales productivity and performance in a fast-paced, evolving sales environment. Leveraging the framework of Sales Planning Motions, you will work with account teams and sales leaders in regular selling motion to achieve desired portfolio selling outcomes in our largest accounts.
Your recent, relevant sales experience is critical to your ability to engage with field teams. Proficient, thoughtful and insightful capacity to conduct and coach through strategic account/deal/opportunity reviews and territory planning is critical to this role's success. Delivery of these services across sales roles and business units with a customer-centric approach and an eye on diverse portfolio sales outcomes will be your primary focus. This role endeavours to drive optimal execution and collaboration via sales planning, develop effective short and long term action plans in alignment with goals, and to iterate and adjust where necessary to accommodate internal and external change.
Responsibilities:
Exhibit thought leadership and experience with complex enterprise selling process, methodology, and development
Understand the cybersecurity market and relevant business drivers
Possess necessary business acumen to build compelling customer business cases and proposals
Experience mapping large enterprise accounts with deep discovery of functional areas, stakeholder alignment, and pathways to connect disparate perspectives toward consensus
Apply critical thinking and consultative means to solve challenges and influence without authority
Lead strategic account planning sessions, opportunity reviews, and territory attack strategy discussions to drive creation of short and long-term action plans
Drive intra-team collaboration and resourcing plans
Exhibit relationship management consulting approach: create and maintain relationships, rapport and credibility with sales leaders and sales teams to consult and support their goals
Leverage data and metrics for insight, making course corrections as needed to achieve desired results
Drive application of best practices
Develop and maintain sales planning and productivity impact reporting with focus on leading indicators of business health as well as growth and bookings outcomes
