SUMMARY
Arete’s Regional Sales Manager III is responsible for delivering increased market share and building and owning sustainable relationships within named accounts and opportunities. This role pursues direct, indirect, channel, and agent relationships that further Arete's position as a global leader in proactive and reactive services for Incident Response. The Regional Sales Manager III builds key customer relationships, identifies business, opportunities, negotiates, closes business deals, and maintains extensive knowledge of current market conditions. This role manages all aspects of the Cyber insurance practice development process from the execution of contracts and measurable agreements with Cyber insurance companies, agents, brokers, breach coaches, and end clients.
ROLES & RESPONSIBILITIES
- Defines and executes the sales strategy for designated accounts in the region, as well as managing the growth of Industrial Cyber Security initiatives
- Achieves sales targets on a quarter-on-quarter basis with monthly goals to be managed by a high degree of forecast accuracy
- Delivers year over year growth in revenue/margin for the assigned client base to meet both annual and long-term growth expectations for enterprise sales
- Responsible & accountable for a defined territory to achieve Overall Revenue Targets
- Responsible for Enterprise Sales and Business Development, Account Management, Customer/Partner Relationship Management & Consulting
- Develops and implements Direct Sales, Indirect Sales, and Channel Services Strategy, Insurance revenue and business forecasting, budgeting, tracking, reporting, and sales process optimization
- Acts as a first line manager supervising professional individual contributors and potentially associate managers; accountable for performance and merit of direct reports, and may have budget authority
- Oversees projects that typically have a short time horizon
- Interacts frequently with other groups and may lead or coordinate cross-team efforts to achieve project outcomes
- Identifies and capitalizes on cross-selling and up-selling opportunities with existing customers
- Develops sales training and process implementation, including compensation design and administration for additional insurance practice consultants, clients, and delivery resources
- Develops and implements of effective pricing structures and methodology including perpetual, subscription, term, and flat-fee models
- Fosters close working relationships with internal and external stakeholders to ensure all aspects of the organization's success
- Presents new strategies and budget forecasts to company leadership
- Monitors customer, market, and competitor activity and provide feedback to the Company leadership team
- Fosters strong relationships with clients to provide ongoing support to ensure their satisfaction
- Identifies new products/services that can create additional revenue
- Develops a relationship with our vendor partners who help us deliver services to clients
- Collaborates and engages effectively with individuals from diverse countries and cultures Leverages partnerships with Channels & System Integrators
- May perform other duties as assigned by management
SKILLS AND KNOWLEDGE
- Exceptional interpersonal, verbal, written communication, and presentation skills.
- Excellent interaction with business and has business knowledge of customers and their Industrial processes, Cyber, and Networking requirements
- Ability to interact at the executive and technical level (internally and externally)
- Strong demonstrated successful complex consultative selling
JOB REQUIREMENTS
- Typically required Bachelor’s degree and 8+ years related experience or Master's Degree and 6+ years related experience or Doctorate and 4+ years related experience
- Minimum 5 to 10 years of experience with cyber security/information security and/or IT and networking technologies, products, and services
- Minimum 5 to 10 years of consultative and technical sales experience and/or business development experience
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties and skills required personnel so classified.
WORK ENVIRONMENT
While performing the responsibilities of this position, the work environment characteristics listed below are representative of the environment the employee will encounter: Usual office working conditions. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of this job.
TERMS OF EMPLOYMENT
Salary and benefits shall be paid consistent with Arete salary and benefit policy.
DECLARATION
The Arete Incident Response Human Resources Department retains the sole right and discretion to make changes to this job description.
EQUAL EMPLOYMENT OPPORTUNITY
We’re proud to be an equal opportunity employer and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.
Arete Incident Response is an outstanding (and growing) company with a very dedicated, fun team. We offer competitive salaries, fully paid benefits including Medical/Dental, Life/Disability Insurance, 401(k) and the opportunity to work with some of the latest and greatest in the fast-growing cyber security industry.
When you join Arete…
You’ll be doing work that matters alongside other talented people, transforming the way people, businesses, and things connect with each other. Of course, we will offer you great pay and benefits, but we’re about more than that. Arete is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Arete, where experience matters.
Equal Employment Opportunity
We’re proud to be an equal opportunity employer- and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.
