Regional Sales Manager (SM)- East

Job Description

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REGIONAL SALES MANAGER- Software Monetization
Location: East Region (Boston, New York, Raleigh or Atlanta)
Reporting to the Regional Sales Director for the East Sales the Regional Sales Manager (RSM) is responsible for managing a select group of medium-large existing accounts as well as developing net new business within that same region within the NORAM territory, focusing on accounts with revenues of less than $50m. These existing accounts are typically the medium to larger ones where we are looking to increase our footprint and grow revenues through expansion into new business units/product lines or via sales of additional Gemalto SM products and services. Tasked with creating, developing and executing sales strategies for assigned account(s) as well as delivering accurate and realistic sales forecasts. The RSM is expected to deliver consistent revenue performance and growth - revenue responsibility usually ranges in $3m - $5m range.
Essential Duties & Responsibilities include, but are not limited to the following:
- Provide accurate and timely forecasting information to sales management
- Be able to act as a ‘trusted advisor’ and develop knowledge beyond just Gemalto products and services
- Deliver on revenue based sales quota objectives to achieve revenue and growth targets for all named accounts
- Schedule regular Customer Business Reviews with all accounts engaging at multiple levels within the account
- Map Gemalto SM BU Product Management to their counterparts in named accounts
- Manage all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation of the account plans
- Works with the pre-sales team and engage them deeply within all named accounts
Knowledge, Skills and Experience
Experience:
- 7+ years of sales experience in the hardware/software/hi-technology industries
- Strong background in software products and/or subscription selling
- Comfortable selling both software and services offerings
- Must have experience of selling ‘direct’ and not via channel/partners/VAR
- Experience in managing all aspects of the sales cycle including prospecting, development of the customer relationship at all levels and the implementation/execution of the account plans.
- Used to closing deals valued at $50,000 above and comfortable dealing at a high senior level
- Used to high activity levels and managing a busy schedule of meetings
Skills:
- Capable of navigating large/complex sales opportunities and engaging at multiple levels within an organization
- Proficient in the use of salesforce.com
- Excellent negotiation and closing skills
- Excellent communications and presentation skills
- Strong marketing sense and vision
- Ability to thrive under pressure
- Capable of closing complex/multi-year deals from discovery to contract completion
- Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved
Employees are required to perform the duties of this position, or any Gemalto position, in compliance with all company policies, procedures, practices, and processes, whether written or verbal, which Gemalto, in its sole discretion, may change periodically, including, but not limited to, those implemented to ensure product, physical plant, information systems and technology security, along withal federal, state and local regulations and public policies. Protect Gemalto assets from unauthorized access, disclosure, modification, destruction or interference. React and help resolve security events or security risks reported by employees. Ensure responsibility is assigned to the individual for actions taken.
Gemalto, a Thales Company, is an Equal Opportunity and Affirmative Action employer. It is our policy to provide equal employment opportunity for all employees and applicants without regard to race, color, age, religion, sex national origin, marital status, physical or mental disability, sexual orientation, veteran’s status, or other protected group status. We support and apply this policy through a program of affirmative action. This includes special efforts to employ and advance within our organization, qualified members of protected groups. Applicants may request reasonable accommodation to participate in the hiring process, please direct your inquiries to the Human Resources Department at [email protected]

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