District Sales Manager RSA Germany

Job Location: FRANKFURT, Germany

Job Summary

The role holder will directly manage a team of sales reps (3 direct and 2 channel) to achieve and exceed revenue goals for Germany ($10m target for 2014) and will be required to develop and manage both existing and new business within the region. Working in a matrix environment, they will also indirectly manage virtual teams to support and drive the sales within Germany.

Candidates should preferably be able to demonstrate strong Enterprise software sales experience and have a proven track record of people management and sales achievement in developing and maintaining new business in a complex and competitive environment.

Take ownership of the business plan and deliver clear leadership, acting as a principal voice of RSA whilst establishing our "relevance", both internally and the end user and partner community.

Actively participate in the implementation of the business plan by making direct sales support calls, levering selling opportunities with customer management and removing barriers. Assist in understanding and communicating the value RSA brings to EMC colleagues, individual accounts and partnerships; coaches; assists in setting strategies.

Responsibilities:

· Develop a rolling forecast of business on a monthly basis for assigned sector and accounts.

· Develop and maintain a tactical/medium term business plan to define annual business objectives, milestones, measurements, and required activities and resources. Manage plan to achieve and exceed approved goals.

· Manage the regional planning process by setting directions and priorities. Review and approve individual plans. Monitor team and individual performance versus plan on an on-going basis. Drive teams to exceed overall revenue plan and increase profitability.

· Establish team performance goals and review performance against goals. Plans, approves and implements programs for timely development and progression of the individuals.

· Manage the utilisation of service/support resources, account statistics and pricing in collaboration with other managers as appropriate.

· Work with Sales Administration, Contracts, Operations, Marketing, and others as necessary to effectively optimise company resources to achieve goals.

· Working with EMC Country sales leadership to initiate and develop account strategies for key accounts that anticipate current and future market requirements.

· Establish & maintain contact with key SI partners, channel partners and key customer decision makers, at a regional or broad level, driving teaming partners to perform on deliverables and to increase their engagement and investment in the RSA business

· Represent RSA Security to the market and the market to RSA, engaging at industry forums, tradeshows etc.

· Actively manage people development – motivate & lead the sales team; provide leadership to the regions sales management. Develop a strategy plan that identifies specific actions around top performers/under performers, detailing development activities needed to support the current & future business.

Experience / Key Skills required:

· Ideally a minimum of 5 years sales management experience within a large IT/Security software company.

· Enterprise sales background in Security/Software sales – ($500k plus in value).

· Proven ability to recruit, and retain – “A” player sales people and lift “B” players to “A” level.

· Background in significantly growing previous organisations

· Experienced in managing sales cycles that are contract heavy.

· Possess a demonstrable and structured approach to sales management.

· Experience of managing an experienced sales team with multi-million $ targets.

· Managed a matrix team and experienced in developing and sustaining cross-functional relationships.

· Demonstrable track record of achieving targets and sales goals both as a rep and as a manager.

· Successfully completed corporate management training

· Excellent interpersonal and communication skills

· A strategic approach to developing and maintaining new business with a proven track record in new business development and management of key accounts.

· Fluent English and German language skills are essential.

Job ID: 119719BR

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