N an increasingly challenging threat landscape, customers need specialist solutions and skills to protect their digital assets.
Here at Radware, we protect our customers from the increasing sophistication, volume and severity of cyber security breaches. We combine leading technologies, a global footprint of high‐capacity scrubbing centers and the expertise of our managed Emergency Response team that can only come from having over 20 years of market experience.
We are an engineering‐led organization, putting the time, investment and energy into the integrity of our solutions and adapting them to meet the needs of our customer. That's why IDC remarked that 'Radware is ridiculously always accurate'.
Within the world of the Federal, State and Local Government institutions, there is an increasing level of focus on procuring best‐in‐class solutions, like those offered by Radware, to protect data and public services from disruption by an array of cyber miscreants.
An opportunity exists for a seasoned sales professional, to join the team within the ANZ region, to help us to grow our well‐established business selling to end customers through MSPs, Systems Integrators and OEM channels. We are looking for an individual who is experienced at selling into the Public Sector, who may be currently working in a Federal capacity, and has the relationships, knowledge and skills we need to develop the necessary business relationships going forward.
We offer a generous compensation and benefits package, and the successful candidate will be supported by a strong technical and customer success team.
What you will do
* Responsible for the development of a business plan aimed at maximising our revenue potential through a named set of accounts or an assigned geographic sales territory.
* Accountable for achieving a target for the sell‐to revenues associated with the named list of accounts, via existing partnerships and new routes‐to‐market, that we want to develop to succeed in that segment.
* Responsible for working closely with a matrix organization of resources within Radware to help you execute upon your plan.
* Demonstrate a robust weekly, monthly and quarterly sales cadence and forecast discipline.
* Maintain strong relationships, ensuring channel partner & MSP satisfaction, whilst maximising revenue potential for Radware.
* Identify and develop new revenue streams through close collaboration with the Product Management, Service Development and Specialist Sales groups within our partners and OEM channels.
What do you need to succeed
* A strong hunter mentality, with the ability to push the door and influence decision makers
* An entrepreneurial approach, with the ability to develop a business plan and drive execution against that plan.
* A demonstrable track record of successfully executing against sales targets within the field of cybersecurity, data communications or cloud services, selling into Enterprise and Public Sector.
* Sales‐driven with the ability to present solutions to the highest level of management.
* The ability to communicate at executive level both internally and externally.
* Possessing a team spirit, but able to work independently.
* Experience in working very closely with strategic partners to help them to sell their solutions, professional services and managed services.
* A reasonable knowledge of technical concepts in networking and security, but with the ability to demonstrate a consultative sales approach, positioning solutions in the context of the business challenges that end customers face as opposed to focusing in on the technology itself.
* Results‐oriented with a strong sense of urgency and execution, possessing a positive disposition with the ability to focus on finding solutions instead of fixating on problems.
* An understanding of cloud consumption models and solutions.
* The ability to create and foster great customer relationships.
* Able to interface equally with operational contacts and business decision makers.
* Experience in large contract negotiations.
* Skilled at forecasting.
We will be happy if you also have
* Knowledge and expertise in Radware technology domains: Application and network security, Cloud security, Application delivery, Network Resilience, Private and Hybrid Clouds
* Vertical sector experience with a network of existing contacts within one or more of the following verticals: Enterprise & Commercial (FSI, Retail / Food, IT / Communications, Manufacturing) Critical Infrastructure (Energy / Utilities, Transport etc) State / Local Government, Education and Health
* Vendor experience working for, or with: Akamai, Cloudflare, Netscout (Arbor), F5, A10, Citrix, Imperva (Thales), Check Point and Cisco
* Knowledge of Public IaaS platforms and associated marketplaces including AWS, Microsoft Azure and GCP from Google
Primary Location
AU-Australia
Job
Field Sales Strategic Account Management
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