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Enterprise Account Manager - Spain en Madrid

Job DescriptionLocation: Madrid,... Competitive... Dell is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer...

Descripción del empleo

Job Description

Location: Madrid, Spain

Competitive Salary

Dell is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer unparalleled growth and development opportunities for our team members. We believe that technology is essential for driving human progress, and we’re committed to providing that technology to people and organizations everywhere, so they can transform the way they work and live.

This role sits within RSA Security, part of Dell Technologies. RSA Business-Driven Security™ solutions help customers comprehensively and rapidly link security incidents with business context, enabling them to respond effectively and protect what matters most. Our award-winning solutions for threat detection and response, identity and access assurance, consumer fraud protection, and business risk management help RSA customers thrive in an uncertain, high-risk world.

Reporting to the Regional Lead, the role holder will be responsible for managing and increasing the business stream in the Named Accounts of his/her assigned sales territory. 

This is a quota carrying sales role targeting the Enterprise business market for RSA product lines. The candidate is responsible for generating net new business as well as for maintaining and growing relationships with existing accounts. The candidate is responsible for the overall health and sales performance, including growing the size of the large transactions including multimillion and multiyear sales, of a defined list of enterprise class accounts in defined patch, with global responsibility in some of them. Daily responsibilities will include end user sales calls, joint account calls with various internal and external partners or stakeholders, cold calling, forecasting and other sales related activities. 

Key Responsibilities

  • Achieve both quarterly and annual sales goals and objectives
  • Responsible for the overall sales strategies and generating results across all key Accounts
  • By leveraging appropriate RSA & DellEMC offerings and expertise they will endeavor to objectively address customer needs in an effort to become their Trusted Advisor
  • Participates and leads in key contract negotiations, with special focus on frame agreements, or ELAs.
  • Manages the production of proposals, account or market plans, and forecast/report sales activity, and recommendations to enhance account growth and revenue potential.
  • Gathers detailed information about the account (install base, financial footprint, potential revenue, etc).
  • Identifies decision makers, understands their strategic business challenges and prioritizes opportunities critical to the account.
  • Works with Finance, Legal, Sales Ops, and Sales Engineering groups to effectively propose value added solutions at local or global scale
  • Expand current customer base as well as land net new accounts and identify customer requirements that may necessitate customized and complex solutions
  • Identify and close new information security sales for the defined account set and maintain current and rolling 12 month forecast and pipeline 
  • Directs the activities of the account teams (both Channel and Specialists) for sales, service and technical support to ensure optimum customer satisfaction with RSA products and services.  
  • Ensures high post-sales satisfaction that enables repeat business with customers
  • Shorten the sales cycle by focusing the customer on core problems and solutions 
  • Involves key RSA executives with customer executives counterparts to elevate the mutual relationships and increase customer intimacy

Essential Requirements

  • Track record of consistent sales over quota achievement
  • Focus on relationship building with key executives.
  • Strong technical aptitude and the ability to apply technology to solve business problems 
  • Proven ability to achieve results working with complex organizations, both internally and   externally 
  • Strong organizational skills and ability to work in a matrix environment 
  • Ability to excel managing complex, matrixed customer and internal organization
  • Ability to influence others to achieve results
  • Ability to manage teams and resources in a highly matrix environment
  • Understanding of relevant market trends and opportunities 
  • Excellent and proven presentation and Consultative skills 
  • Negotiator - can reach appropriate resolution in many varied situations without damaging internal or external relationships
  • Experience working on global/large complex accounts in multinational environments

Desired Requirements:

  • Enterprise software sales experience with information security domain expertise
  • Experience selling complex technology solutions to large enterprises
  • A proven background of successful prospecting and sales closure
  • RSA product knowledge as well as current industry trends and technology knowledge

Benefits
We offer highly competitive salaries, bonus programs, world-class benefits, and unparalleled growth and development opportunities — all to create a compelling and rewarding work environment.

Dell is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Dell are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Dell will not tolerate discrimination or harassment based on any of these characteristics. Learn more about Diversity and Inclusion at Dell .

LIPRIORITY LIEMEA61

Job Family: RSA Job ID: R39352

Información extra

Localización
Madrid
Tipo de contrato
Tiempo completo
Tipo de trabajo
Servicios Consultoría IT
Carnet de conducir
No
Vehículo
No
Carta de motivación
No

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