The Regional Sales Manager (RSM) is responsible for Illusive product sales opportunities within a defined list of accounts. Specifically, this position is responsible for assessing opportunities, developing account plans, contract negotiations, and post-sales account management of the assigned Enterprise accounts. The successful RSM is expected to leverage existing CISO and Threat Detection leadership relationships to create new and expand existing opportunities for Illusive products and services. The RSM will also partner with key Systems Integrators and Channel Sales partners on lead generation, account planning, and new account development and/or expanding existing accounts.
This role requires a deep understanding of the market and technologies that Illusive sells, including our business/industry, our competitors, and the ability to use this knowledge to plan for the future. The successful RSM drives a superior customer experience by delivering technology solutions tailored to customer needs and is able to meet and beat their assigned quota. Additionally, the RSM must demonstrate success in the following areas:
Opportunity Assessment: Personally oversee and be the primary point-of-contact for named Enterprise accounts. Key deliverable: Value-add product, maintenance, and services opportunities are clearly identified and validated by the Illusive selling team and opportunity partners where applicable.
Account Plan Development: Working with Illusive selling team members, the successful RSM will develop and prepare actionable strategic sales plans for top accounts with the largest sales opportunities. Key deliverable: Clearly documented strategic sales and account plans, including short and long-term goals and actions for each named account and associated requirements for team members throughout the sales cycle.
Extended Team Engagement: Work closely with Professional Services, Technical Support, and Customer Success management teams to deliver on all key contractual obligations within an assigned list of accounts, facilitating customer meetings and communications regarding deliverables where necessary. Key deliverable: Customer expectations are managed upfront, with ongoing status project updates, escalating unresolved issues to account team members and/or key customer sponsor. Effectively matrix-manages cross-functional areas to achieve a high level of customer service.
10+ year’s experience selling in the cybersecurity market
5+ most recent years selling to Global Financial Services clients
Understand the sales process, with acute listening and sales skills
Ability to clearly articulate issues and concerns to management and support
Excellent business writing and presentation skills
Instinctive understanding of customer service and satisfaction, with ability to manage both
Build strong business consulting relationships within assigned accounts and ensure alignment of internal resources i.e. Sales Engineering, Professional Services, Technical Support, and Customer Success to ensure consistency in the planning and implementation of high-value solutions.
Exercise strong financial skills in the evaluation and preparation of sales opportunities and sufficient organizational and project management skills to manage customer needs and drive issues to resolution.
Lead sales strategy sessions for named accounts while contributing to and coordinating the execution of the account plans, ensuring the accurate production of account plans, business case preparation, appropriate contract presentation, and the effective delivery of account plan activities.
Collect and communicate marketing requirements and competitive data, including pricing, feature needs, license models, and value proposition strategies to product stakeholders.
Maintain and ensure the accuracy and consistency of all sales data across all sales systems
Consistently demonstrate strong product knowledge and ability to articulate our value proposition.