Regional Account Manager (Symantec, Carbon Black, CA)

Arrow Enterprise Computing Solutions; Lisboa; On-site; EUR 60,000 - 90,000; Full time

Benefits offered by this job

Health insurance

Opportunity to take part of a new and$

Job summary

Arrow Enterprise Computing Solutions in Lisbon, Portugal, is seeking a Regional Account Manager for Symantec, Carbon Black and CA products. You will own the regional commercial sales plan, drive whitespace, win-back opportunities, and competitive displacement across the geo, while supporting country channel teams to hit their goals.

You will build strong partnerships with key customers and partners, develop robust pipeline reporting, and lead sales campaigns with a pro-active mindset to stay

Qualifications

• 5 years' experience minimum in cybersecurity/IT
• Direct experience with cybersecurity vendor products is valuable
• Ability to work in a matrix organization and travel ~75%

Responsibilities

• Owns the commercial sales strategy for Symantec/Carbon Black/CA in Portugal
• Manage relationships with C-level and senior management
• Coordinate forecasting and pipeline with Arrow ECS EMEA
• Drive new business, whitespace, and customer win-backs
• Develop and execute country plans to meet goals
• Collaborate with Marketing to run effective Go-To-Market campaigns
• Lead regional VPs and country managers to achieve financial targets

Skills

Fluent in English

Strong writing and communication

Strong influencing and negotiation

Relationship building

Cybersecurity vendor experience

Job description

Position: Regional Account Manager (Symantec, Carbon Black, CA)

Job Description:

Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world's leading technology manufacturers and their channel partners that serve commercial and government markets.

The Regional Account Manager Symantec, Carbon Black, and CA in Portugal is responsible for owning, driving and expanding the overall sales plan for Symantec's commercial segment. This will include net new business (whitespace), customer win back and competitive displacement.

You will own the execution of this strategy across your geo and support our country channel team to meet their goals. You will be responsible for generating and closing pipeline. You will support the organization to develop and execute specific plans to drive opportunity in this space and be responsible for the net new commercial sales in each country/region. You will develop strong business alignment with our key partners and build robust reporting & forecasting for your business. Your ability for creative thinking, commercial acumen, proactivity & commitment will contribute to success. You will continually develop the business and stay ahead of the market.

Key Activities :

• Management & execution of Commercial new business sales strategy directly we end user prospects
• Ownership for strategic relationships with key prospects (C-level/Senior Management)
• Manage the local execution of EMEA wide initiatives for each strategic program or market segment initiative.
• Supporting key partnerships to drive new commercial opportunity
• Coordinate forecasting/pipeline process in line with Arrow Countries
• Provide sales leadership and management to the Regional VPs, Country Managers and Business Unit Leaders in their daily business
• Work closely with all internal departments/Countries within Arrow ECS EMEA towards the achievement of financial and business goals
• Matrix management (in-direct reports) of in country Business Developers to support commercial opportunity
• Working with marketing strategist to design and develop sales campaigns to target commercial customer whitespace
• Development of sales plays to ensure continued adoption of Symantec products by Commercial customers

What we're looking for:

• Have relevant direct touch/end-user sales experience in cybersecurity (Braodcom Symantec, Carbon Black and CA products & solutions would be a strong asset) or technology space, managing customer relationships, processes and programs and/or sales personnel within the IT industry.
• Has developed and executed strategic sales initiatives including setting business expectations and objectives.
• Demonstrate that they have worked effectively with marketing to maximize effectiveness of Go to Market programs
• Demonstrate leadership abilities, team management and interpersonal skills.
• Demonstrate ability to work in a matrix organization..
• Travel is estimated to take up 75% of working time.
• 5 years' experience minimum into the cybersecurity/IT area is required .

Qualities:

• Strong own leadership/management qualities
• Strong degree of structure and organization
• Ability to enthuse, to connect and mobilize people involved
• Has a good understanding vendor strategy and can evangelize the vendor propositions
• Demonstrate a strong understanding of the full needs of the wider business in relation to the sales organization
• Hunting profile

Skills

• Fluent in English
• Strong writing and communication skills
• Strong influencing and negotiation skills
• Good Relationship building
• Direct experience with cybersecurity vendor

What we offer :

• Health insurance
• Opportunity to take part of a new and stimulating experience.

Arrow is an equal opportunity employer and is committed to creating an inclusive and diverse working environment by providing equal employment opportunities for all qualified persons.

Location:

PT-Lisbon, Portugal (Avenida Dom João II)

Time Type:

Full time

Job Category:

Sales