The inside sales executive is a key member of the sales team, responsible for driving revenue growth through proactive sales activities. This role involves engaging with potential customers over the phone, email, and other digital communication channels to generate leads, qualify prospects, and close sales. The inside sales executive reports to the sales manager or VP and collaborates closely with other sales representatives and departments within the organization.

Responsibilities:

Lead generation and prospecting: conduct outbound sales activities to generate leads and identify potential customers. Utilize various lead sources, including databases, online research, and marketing campaigns, to identify target prospects. initiate contact with leads through cold calling, email campaigns, and social media engagement.

Qualification and needs assessment: engage with prospects to understand their needs, challenges, and business requirements. conduct thorough qualification to determine the prospects fit for the company's products or services. Ask relevant questions and actively listen to gather information and assess the prospects potential as a customer.

Product knowledge and presentation: develop a deep understanding of the company’s products or services, their features, benefits, and competitive advantages. articulate value propositions to prospects and deliver compelling product presentations tailored to their specific needs. 

Demonstrate a strong knowledge of the market and industry trends.

Sales negotiation and closing: build relationships with prospects and guide them through the sales process. Address objections and concerns, providing appropriate solutions and demonstrating the value of the company’s offerings. negotiate pricing, contract terms, and other terms of the sale. close deals and secure signed contracts or purchase orders.

Pipeline management and sales reporting: maintain accurate and up-to-date records of sales activities, customer interactions, and deal progress in the crm system. monitor and manage the sales pipeline, ensuring timely follow-ups and progression of leads through each stage of the sales cycle. provide regular reports on sales performance, forecasts, and key metrics to the sales manager or director.

Customer relationship management: develop and maintain strong relationships with customers, both new and existing. provide excellent customer service and support to ensure customer satisfaction and retention.

Identify opportunities for upselling and cross-selling additional products or services to existing customers.

The Vice President of Sales is a senior-level executive responsible for leading and managing the sales team within the organization. This role plays a critical role in driving revenue growth, developing sales strategies, and ensuring the achievement of sales targets and objectives. The Vice President of Sales reports directly to the CCO and collaborates with other members of the executive team.

Responsibilities:

Sales Strategy and Planning: Develop and implement a comprehensive sales strategy aligned with the organization's goals and objectives. Identify new market opportunities, target customer segments, and competitive positioning. Set sales targets and quotas, and establish sales forecasting and budgeting processes.

Team Leadership and Management: Build, lead, and motivate a high-performing sales team. Recruit, train, and develop sales professionals, including sales managers and representatives. Provide coaching and guidance to enhance their skills and performance. Foster a positive and collaborative sales culture.

Sales Operations: Oversee all sales operations and processes, including territory management, pipeline management, lead generation, sales enablement, and sales administration. Ensure effective use of CRM and sales automation tools to track and analyze sales activities, customer interactions, and performance metrics.

Sales Performance and Revenue Growth: Drive the achievement of sales targets and revenue growth objectives. Monitor sales metrics, analyze sales data, and implement strategies to maximize sales effectiveness and efficiency. Regularly review sales performance against targets and take corrective actions as needed.

Customer Relationship Management: Foster strong customer relationships, both with existing and potential customers. Collaborate with the marketing team to develop effective sales and marketing campaigns. Ensure a customer-centric approach in all sales activities and maintain a deep understanding of customer needs and market trends.

Cross-functional Collaboration: Collaborate with other departments, such as marketing, product development, operations, and finance, to ensure alignment and synergy. Provide input and insights to inform product development, pricing strategies, and go-to-market plans. Coordinate with the finance team to develop accurate sales forecasts and revenue projections.

Market Analysis and Competitive Intelligence: Stay up to date with industry trends, market conditions, and competitor activities. Conduct market research and analysis to identify new opportunities and potential risks. Leverage market insights to inform sales strategies, product positioning, and pricing strategies.

Relationship Management: Develop and maintain relationships with key clients, strategic partners, and industry influencers. Represent the organization at industry events, conferences, and trade shows. Leverage these relationships to drive business growth and enhance the organization's reputation.

Qualifications:

Proven experience in a senior sales leadership role, preferably as a Director of Sales or a Vice President of Sales.

Strong track record of achieving sales targets and driving revenue growth.

Excellent leadership and team management skills.

Exceptional communication and interpersonal skills.

Strategic thinking and ability to develop and execute sales strategies.

Strong analytical and problem-solving abilities.

In-depth knowledge of sales processes, CRM systems, and sales automation tools.

Familiarity with market trends, customer behavior, and competitive landscape.

Bachelor's degree in business, marketing, or a related field (MBA preferred)

The Head of Sales (Europe) is a senior leadership role responsible for overseeing and driving sales operations and revenue growth across European markets. This position plays a critical role in developing and executing sales strategies, managing sales teams, and achieving sales targets. the head of sales reports to the chief commercial officer and collaborates with other executives and cross-functional teams.

Responsibilities:

Sales strategy and planning: develop and implement a comprehensive sales strategy for european markets that aligns with the organization's overall goals and objectives. Conduct market research and analysis to identify growth opportunities, target customer segments, and competitive positioning. Set sales targets, quotas, and performance metrics for the European region.

Team leadership and management: build, lead, and motivate a high-performing sales team across European markets. Recruit, train, and develop sales managers and representatives. Provide guidance, coaching, and performance management to ensure sales teams meet or exceed targets. foster a collaborative and results-driven sales culture.

Sales operations and process improvement: oversee all sales operations and processes in europe, including territory management, pipeline management, lead generation, and sales administration. Continuously evaluate and improve sales processes, tools, and systems to enhance efficiency and effectiveness. Ensure proper utilization of crm systems and other sales enablement technologies.

Sales performance and revenue growth: drive the achievement of sales targets and revenue growth objectives across european markets. monitor sales metrics, analyse sales data, and implement strategies to maximize sales effectiveness and efficiency. Provide regular reports and insights on sales performance, forecasts, and market trends to senior management.

Key account management: develop and maintain relationships with key clients and strategic accounts in Europe. Collaborate with sales teams to identify upselling and cross-selling opportunities within existing accounts. Ensure a high level of customer satisfaction and address any customer concerns or issues promptly.

Collaboration and alignment: collaborate closely with other departments, such as marketing, product development, and operations, to align sales strategies with broader organizational objectives. Provide input on product development, pricing strategies, and go-to-market plans. Collaborate with marketing teams to develop effective sales and marketing campaigns for European markets.

Market analysis and competitive intelligence: stay informed about industry trends, market conditions, and competitor activities in European markets. conduct market research and analysis to identify emerging trends, customer needs, and potential risks. Leverage market insights to inform sales strategies, product positioning, and pricing strategies in Europe.

Budgeting and forecasting: collaborate with the finance team to develop accurate sales forecasts and revenue projections for the european region. Manage the sales budget for Europe, ensuring effective allocation of resources to maximize sales outcomes.

Qualifications:

-proven experience in sales leadership roles, preferably as a head of sales, regional sales manager, or similar position.

-demonstrated success in driving sales growth and achieving targets in European markets.

-strong leadership and team management skills, with the ability to motivate and develop sales teams.

-excellent communication, presentation, and negotiation skills. english and german language

-strategic thinking and ability to develop and execute sales strategies.

-strong analytical and problem-solving abilities.

-in-depth knowledge of sales processes, CRM systems, and sales automation tools.

-familiarity with European markets, customer behaviour, and competitive landscape.

-ability to travel within Europe & UK as needed.

-bachelor's degree in business, marketing, or a related field (MBA preferred)

An exciting new opportunity has just opened for a Field Sales Engineer (FSE)  supporting our UK Region.  As the right hand to our Regional Sales Managers (RSMs) and customer facing, you will apply your in-depth technical knowledge of products and applications to determine the ideal solution for the customer's needs.

KEY RESPONSIBILITIES

Prospecting

• Assist with planning and execution of A&E community through effective initiatives (lunch & learn, CPD events, F2F meetings)
• Assist with design and delivery of webinar events, showcasing Senstar solutions
• Attend tradeshows and conferences as required

Pre-sales Support

• Present and demonstrate the full range of products sold by the company
• Effectively communicate the value proposition through proposals and presentations
• Work with the Regional Sales Managers (RSMs) to analyze customer needs and recommend solutions which most effectively meet those needs
• Provide detailed design support for complex applications of our full suite of products
• Support the RSM in meetings with prospective customers who want to talk about in-depth technical details and applications
• Produce system design drawings to support quotations and bid documentation, where appropriate

Training 

• Develop & execute UK training programs for both classroom and webinar-based training
• Train end users on Senstar products and applications

Post-Sales Support 

• Act as the regional product champion for VMS and Video Analytics applications
• On occasion, assist with post-sales support to leverage experience with the customer and expected functionality.  Project sales support should be limited to the project hand-off over to the Technical Support Team.
• On occasion, act as the project manager on major projects
• Complete end of project documentation and submit to end user
• Understand vertical-specific landscapes and trends
• Work closely with Product Management on potential product feature sets to meet customer demand
• Use Salesforce CRM to ensure standard process during all stages of sales & support
• Traveling to and from client companies, A&E’s, tradeshows and conferences, will extend the working day. Client visits usually occur on a weekly basis, typically 25%-50% travel is required.

If this opportunity appeals to you, please introduce yourself by applying.

At Senstar, we are committed to building an inclusive and accessible environment that includes a variety of backgrounds, perspectives, and skills. We firmly believe, an accessible and inclusive workplace makes us stronger, more competitive, and innovative. Should you require an accommodation through any stage of the recruiting or hiring process please let us know.

As a member of our Sales Strategy and Operations team, you will have an integral role in driving the
insights, operations, and strategy that enables Sales to run better, faster, and smarter. Sales Strategy
and Operations is an excellent platform to learn how a business really runs. Prior candidates that our
leadership team has worked with have gone on to be VPs and COOs of companies.

You will be joining the Sales Strategy and Operations team as a high impact contributor, gaining
exposure to a wide variety of challenges, processes, and data that makes the engine of this Sales
organization hum. You will lead cross-functional initiatives from ideation to analytics to
recommendations to drive impact across the sales organization.

Responsibilities

 Serve as the strategy and operations partner with our sales leadership
 Our mandate is to make the sales motion run more effectively, efficiently, and ultimately drive
higher bookings at sustainable cost
 This requires a mix of analytical skills, nose for value, operational chops, and communication
when operating with significant autonomy in a fast-paced environment
 What this role entails:

Strategy & ops partnership with leadership

 Be the strategy and operational partner with sales leaders
 Help the sales leaders to develop their strategies, as well as the tactics that underpin these
strategies
 Partner with sales leaders to operationalize the strategy on a daily basis
Workflow Improvement
 Identify pain points in the sales motion and workflows could be improved
 Scope out solutions and implement directly or serve as a product manager with our team's
software engineers on automation solutions
Analytical asset-building
 Develop analytical tools that help the sales team to sell strategically and better-understand their
business
 Scope and execute analytical special projects that help us better understand our business and
what drives success. Apply these learnings to drive operational changes in the business
Be the glue that connects sales reps to the rest of the business
 Understand how the sales team workflows connect with other parts of the business (marketing,
product, supply chain, finance, etc.)
 Relay insights from the sales team to other parts of the org, provide the sales perspective to
these other stakeholders, and make connections between the sales team and other teams
Requirements
 High-impact self-starter: you take initiative to move projects forward and can operate well with
little guidance. You’re excited by the possibility of leading cross-functional workstreams and
generating buy-in among senior leadership.
 Raw smarts: we are looking for people who can look at complex problems and solve them start
to finish.
 Strong analytical skills: you nerd out about data, can quickly structure analyses to answer key
business questions to drive decision-making, and will also have perspectives on building the
right data architecture. Excel skills are a must; SQL / Tableau / Looker experience a plus.
 Process and operational thinking: you can tackle a problem independently and quickly iterate to
a solution, and then also document it in a way that's easy to understand for all audiences.
Previous Salesforce experience is a plus.
 Communication and stakeholder management: you'll need to be able to connect with sales reps
and hardware engineers alike to figure out how we build the right processes and workflows to
drive efficiency while also giving us the data to measure how we're doing. Strong written and
verbal communication skills are a must.
 Flexibility and hustle: you manage change and ambiguity well, and have no problems juggling
multiple priorities while executing in a fast-paced environment. You’re comfortable pivoting
quickly and often.
 5+ years of professional experience, ideally in consulting, banking, private equity, corporate
strategy, or a startup. Bachelors or masters from a top school preferred.
 Previous Sales, Sales Operations, or Strategy experience is a plus.

Preparing market expansion plan and ensuring achieving set targets,
 Expanding company operations in new foreign markets.
 Formulating sales strategies for foreign partners/sub distributes.
 Planning & executing Marketing campaigns in targeted Markets through conducting seminar &
other methodologies.
 Generating new partnership opportunities through existing and new networks.
 Preparing & arranging all legal requirements as per each foreign market regulations.
 Preparing contracts for new sub distributers & negotiating Payment Terms.
 Conducting Marketing research activities & SWOT Analysis for targeted markets.
 To work with the internal team to increase sales opportunities and thereby maximize revenue
for the organization & achieve revenue goals.
 Analyzing new markets need and resources required to enter new markets.
 Determining distribution channel strategy for each market/region
 Assessing distributers performance and issuing related reports as required.
 Staying up to date about competitors’ operations and new market trends in all operational
regions.
 Conducting variance analysis between assigned quotas and actual data and taking necessary
to overcome such undesired variances.
 Managing & coordinating operations between branches and the Head quarter.

Job Requirements
Education  University Graduate: preferred in business/ management.
Relevant Experience

 Minimum of 10 years in Similar Position.
 Proven record of successful operation explanation

JOB DESCRIPTION
Technical Knowledge/ Skills

 Leadership skills
 Communication Skills.
 Time Management.
 Organizing skills.
 Analytical skills.
 Strategic management
 Project management

Computer Skills

 Microsoft excel

Language Ability  Fluency in English, Arabic is an advantage

To drive the sales plan for the DACH region to deliver the budgeted objectives.
To monitor and recommend pricing levels in the DACH region to maximize yield and revenue.
To identify new sales opportunities and take steps to implement them for new revenue streams.
Develop and service trade partners to maximise loyalty and revenue generation.
Accountable for overall strategy, driving growth and share within the market.

Duties and Responsibilities:
Business Development
 Responsible for new business opportunities and leads (management of pipeline & contacts).
 Negotiate any major deals and maintain key customer contacts at senior levels.
 Build relationship with key System Integrators

Account Management
 Monitor sales and expense performance and initiate corrective action where necessary.
 Key contact point for distributors within the region
 Any issues affecting customers are identified and handled promptly and appropriately

Sales Targets
 Managing sales targets (monthly = sales focus) / (annually = MBO)
 Identify opportunities that result in the achievement of sales and margin targets.

Strategy
 Provide strategic leadership and management of the sales team to effectively achieve all financial and strategic goals.
 Responsible for monthly & yearly strategy across the DACH region.
 Coordinate the gathering of market intelligence covering competitors’ products and sales strategies.
Reporting
 Work closely with senior management to develop the budget and regularly report actual performance to budget with variance analysis and revised projections.
 Production of weekly sales report, status and action progress reports
 Market research
 Reports as requested by Senior Management Line-Management
 Working with each team member in forecasting and setting MBO’s for each B2B sales vertical
 Communicating and tracking MBO process on a monthly basis
 Appraisals & Performance Reviews
 Work closely with the Sales Management Team to ensure the group operate as a team, are highly productive and add value to our client.
 Recruiting, training and motivating sales staff
 Ensure healthy debate takes place within the team so that issues are fully explored and resolved
 Ensure that the sales team are spending sufficient time with customers in order to service requirements

Personal Attributes/Experience:
 A minimum of 5 years’ experience in a similar role
 A background in a business development or sales role
 At least 5 years Security industry experience
 Experienced in the Security Integration and Automation market preferred
 Leadership skills, including proven experience of managing a team

Genuine ability to run a B2B business from Strategic planning of the unit to dedicated hands on a roll up the sleeve attitude
 Ability to develop strong and lasting relationships with both internal Company Directors / colleagues and key clients
 Ability to demonstrate independent thinking and good clear judgement
 Ability to demonstrate motivation of multidisciplinary teams to achieve targets
 Logical and well organised with exceptional attention to detail
 Displays a pro-active approach and is a ‘solution finder’
 Self-motivated and able to work under own initiative
 Ability to communicate on all levels in a clear and concise manner
 Ability to work under pressure and to tight deadlines
 Process oriented
 Knowledge and utilisation of CRM systems
 A quick thinker with an understanding of the need to have the right product at the right time

Qualification Requirements:
 Business or Technical Degree Level Education (desirable)
 Intermediate & Advanced ‘Microsoft Office’ skills to include Excel
 Clean Driving License
 Local language & English essential, other European languages (desirable)

Position Summary

You be working as a Customer Success Manager focused primarily in the Healthcare sector for an award-winning Customer Success team, as part of a fast-growing company. In this role you will work to deliver CriticalArc’s product line, namely SafeZone, to existing and prospective customers in the USA.

This is a wide-ranging role which will give the right candidate the chance to expand their experience in all aspects of Customer Success from technical work with software systems to marketing and project management. 

As part of the Customer Success team, your will be a critical and integral part of the sales and post sales organisation, through your technical knowledge, software delivery and communication skills.

You will work closely with the sales and bid team supporting prospects, consultants, partners and existing customers as a subject-matter expert to help our customers maximize their experience with our product portfolio, both during initial launch and ongoing throughout the client relationship.

This role will require extensive travel in Georgia/Carolinas with the potential for travel across the states as you progress.

Essential Job Functions

This is intended as an outline of the essential functions of the position:

Customer Success

• Helping to manage the transition from the client's acceptance of proposal to program initiation

• Defining the scope, expectations and implementation approach of the program; then establishing and maintaining stakeholder commitment to this approach with weekly or bi-weekly update calls as required

• Working through Project Plans that outline the Project Management processes to include:scheduling of key deliverables, resources required, roles and responsibilities, risks, issues and dependencies according to CriticalArc's quality standards

• Driving the implementation of the Project Plan

• Providing support, motivation and direction for the Client’s Project Team

• Provide Training to relevant teams in both train the user and train the trainer formats

• Compiling and presenting quarterly reports to customers showing their platform usage and their benchmarked position in the industry

• Seeking opportunities to develop new CriticalArc business with the client, based on a deep understanding of the client's business; identifying and communicating to Sales Management such opportunities

• Ensuring clients are satisfied with the delivered project

• Providing Account Management to customers once live, encouraging further use of core features and providing information and training on any newly developed features.

Communications and Process

• Producing regular and accurate progress reports for the both Client and CriticalArc's management teams

• Escalating issues to the right level of management in CriticalArc and the client organization, as appropriate

• Communicating within CriticalArc the lessons learned on any project

• Registering product ideas based on client feedback and areas for improvement

• Logging all support calls and dealing with them in a timely fashion.

Supplementary Tasks

• Assist the pre-sales team with presentations and demonstrations at customer sites, trade shows and conferences

• Assist the pre-sales team with tender and technical responses

• Assist with configuration of Single Sign On

• Assist the customer to understand API options and direct them to the appropriate technicians/developers at CriticalArc.

Accountabilities

• Generate Project Plans (via Wrike or MS Project) for each project which fully reflect the bid/deliverables requirements

• Communicate the plan and gain client buy-in and agreement

• Regularly update the client on progress against Plan

• Ensure that all aspects of customer projects are delivered on time and within the agreed budget

• Generate Closure Reports and ensure receipt of Acceptance Certificate(s)

• Secure client satisfaction.

Required Competencies

• Analytical and problem-solving skills

• Excellent written and oral communication (English – Mandatory)

• Results orientation

• Influencing and negotiating

• Methodology and best practice focused

• Exceptional organisational, planning and management skills employing appropriate tools such as Wrike, Microsoft Project, Excel etc

• Organisational awareness

• Leadership

• Technical/professional depth and credibility

• Client management.

Desirable Experience

• Prior engineering or consulting experience ideal, including large-scale software implementations that incorporate application modifications and multi-site delivery model

• Prior experience working with API’s and SDK’s

• Experience with Cloud based software or enterprise software experience preferred

• Proven track record in the management and reporting of project KPIs and schedule

• Working in the public/private sector (Healthcare or Universities)

• Single Sign On (SSO) Integration

• Mobile Technology

• Bluetooth Wearables and BLE Beacons

Job Purpose

• To drive the implementation of the business development strategies across Italy.
• To originate and close new business opportunities.

Skills & Experience Requirements

• A proven track record in a business development or sales role, achieving sales in a demanding environment.
• Extensive experience of CCTV and associated technologies, or similar market segment, in particular presenting relevant solutions to end users and consultants/specifiers.
• Capability to work independently in understanding customer needs, defining solutions and creating professional commercial proposals to customers (system integrators, end-user)
• Must have a knowledge of the market, main channels and potential customers within the electronic security market, IT & Networking.
• Previous experience working for a CCTV manufacturer would be beneficial, but not essential
• Good understanding of new technologies, especially network video systems and their topology
• Business or Technical Degree Level Education would be advantageous
• PC Literate – Intermediate & Advanced ‘Microsoft Office’ skills to include Excel
• A desire to make a positive impact on the market and brand recognition
• Ability to develop strong and lasting relationships with both internal company Directors / colleagues and key clients
• Ability to demonstrate independent thinking and good clear judgement
• Ability to demonstrate motivation of teams to achieve targets
• A team player – demonstrate success in team situations
• Logical and well organised with exceptional attention to detail
• Displays a pro-active approach and is a ‘solution finder’
• Self-motivated and able to work under own initiative
• Project Management, Product Planning, and strong communication skills required with the ability to present at board level to Blue Chip companies, and to communicate on all levels in a clear and concise manner
• Ability to work under pressure and to tight deadlines
• English Language essential plus at least the local European language
• Clean Driving License

Location This is a field-based role, but the jobholder will ideally live in the Milan area or in the South Region. This role will involve extensive travel within Italy on a regular basis and travel outside of Italy may be required from time to time.

Responsibilities:

• Source and close new business to consistently meet or exceed quarterly sales quotas
• Build an intimate understanding of our clients products and their place in the industry
• Manage the full sales cycle: Prospect for new customers, host online and in person demos, create proposals, and close deals
• Maintain accurate pipeline management with expert-level forecasting
• Aggressively exceed goals consisting of building customer relationship, growing business in adjacent areas, securing demo and trials every quarter
• Act as a trusted advisor and subject matter expert to customers and channel partners
• Work closely with Customer Success to ensure smooth launches and fuel future product growth
• Provide market/client feedback to our clients product/engineering team

Plus

• President’s club or sales award winner
• Proven ability to manage large territories and/or complex tier 1 accounts
• Demonstrated teamwork and ability to lead people (not manage) across geographies

Qualifications:

At least 5+ years of sales experience in a quota-carrying capacity

• Highly effective communication skills, with ability to build rapport, nurture relationships, and strong presentation skills
• Excellent understanding and proven record of working with Federal and Government customers 
• Thrive in a dynamic, competitive, and fast-paced startup environment
• Bachelors degree preferred but not required
• Experience in Salesforce is a plus
• Tenacity, drive to learn, and self-motivated

Responsibilities:

• Source and close new business to consistently meet or exceed quarterly sales quotas
• Build an intimate understanding of our clients products and their place in the industry
• Manage the full sales cycle: Prospect for new customers, host online and in person demos, create proposals, and close deals
• Maintain accurate pipeline management with expert-level forecasting
• Aggressively exceed goals consisting of building customer relationship, growing business in adjacent areas, securing demo and trials every quarter
• Act as a trusted advisor and subject matter expert to customers and channel partners
• Work closely with Customer Success to ensure smooth launches and fuel future product growth
• Provide market/client feedback to our clients product/engineering team

Plus:

• President’s club or sales award winner
• Proven ability to manage large territories and/or complex tier 1 accounts
• Demonstrated teamwork and ability to lead people (not manage) across geographies 

Qualifications:

• At least 5+ years of sales experience in a quota-carrying capacity

• Highly effective communication skills, with ability to build rapport, nurture relationships, and strong presentation skills
• Excellent understanding and proven record of working with Federal and Government customers 
• Thrive in a dynamic, competitive, and fast-paced startup environment
• Bachelors degree preferred but not required
• Experience in Salesforce is a plus
• Tenacity, drive to learn, and self-motivated

Responsibilities:

• Source and close new business to consistently meet or exceed quarterly sales quotas
• Build an intimate understanding of our clients products and their place in the industry
• Manage the full sales cycle: Prospect for new customers, host online and in person demos, create proposals, and close deals
• Maintain accurate pipeline management with expert-level forecasting
• Aggressively exceed goals consisting of building customer relationship, growing business in adjacent areas, securing demo and trials every quarter
• Act as a trusted advisor and subject matter expert to customers and channel partners
• Work closely with Customer Success to ensure smooth launches and fuel future product growth
• Provide market/client feedback to our clients product/engineering team

Plus:

• President’s club or sales award winner
• Proven ability to manage large territories and/or complex tier 1 accounts
• Demonstrated teamwork and ability to lead people (not manage) across geographies 

Qualifications:

• At least 5+ years of sales experience in a quota-carrying capacity

• Highly effective communication skills, with ability to build rapport, nurture relationships, and strong presentation skills
• Excellent understanding and proven record of working with Federal and Government customers 
• Thrive in a dynamic, competitive, and fast-paced startup environment
• Bachelors degree preferred but not required
• Experience in Salesforce is a plus
• Tenacity, drive to learn, and self-motivated

Job Summary:

As a Solution Architect, you will play a crucial role in driving sales growth by designing and presenting tailored solutions to potential clients. You will collaborate closely with the sales team, gathering customer requirements and translating them into comprehensive sales strategies. Your expertise in solution design, technical knowledge, customer management and industry understanding will contribute to winning new business and driving revenue growth.

Responsibilities:

• Collaborate with the sales team to understand client needs, pain points, and business goals.
• Design customized sales solutions that align with client requirements, using a combination of technical expertise and industry best practices.
• Act as a trusted advisor to clients, providing guidance on the best solutions to meet their business objectives.
• Prepare and deliver compelling proposals, including solution architecture diagrams, cost estimates, and implementation timelines.
• Collaborate with internal stakeholders, such as product managers, engineers, and delivery teams, to ensure the feasibility and successful execution of proposed solutions.
• Joint with sales lead with responsibility of sales strategy and growth for specific customers/partners.
• Lead customer meetings, workshops, and negotiations to address technical questions and concerns.
• SME on our clients products and offering including articulation of value-added benefits. 
• Conduct product demonstrations and presentations to showcase the features and benefits of the proposed solutions.
• Stay updated with industry trends, emerging technologies, and competitive landscape to incorporate relevant advancements into solution design.
• Provide post-sales support, including solution implementation oversight, troubleshooting, and ongoing customer relationship management.

Requirements:

• Bachelor's degree in a relevant field (e.g., Computer Science, Information Technology, Business) or equivalent practical experience.
• Proven experience (5+ years) in a sales engineering or solution architecture role, preferably within the technology industry.
• Strong technical background in Networking: Experience with HTTPS/SSL, VLANs, TCP/IP, DNS, NAT devices, DHCP servers, Firewalls, and software systems.
• Customer-centric mindset with a focus on delivering exceptional solutions and driving customer satisfaction.
• Excellent communication and presentation skills, with the ability to articulate complex concepts to both technical and non-technical audiences.
• Strong problem-solving and analytical thinking skills, with the ability to develop creative and innovative solutions.
• Demonstrated ability to work collaboratively in a cross-functional team environment.
• Ability to manage multiple projects simultaneously and meet tight deadlines.
• 25%-50% Travel may be required - meet with clients and attend industry events.

Plus:

• Industry certifications are a plus: AWS, CCNA, CCDA, CCNP, MCSE, CEH, Security+, A+, Network+, CISSP, CSP.
• Experience working with API's, Python, and other coding languages is a plus.
• Project management experience is a plus.

POSITION OVERVIEW

An exciting opportunity has opened for a Regional Sales Manager (RSM) to support France working to forge and grow new business partnerships and collaborations within our key vertical markets as well as manage, strengthen and nurture existing partnerships. 

As a results-driven, sales professional the Regional Sales Manager will work in close collaboration with the Senior Sales Director, Europe to align growth initiatives and business development plans.  The RSM will be responsible for all sales and growth initiatives within the territory.

KEY RESPONSIBILITIES

• Develop detailed account plans that address the complexities of opportunities with long sales cycles.
• Develop and provide professional quotations and proposals in a timely manner to meet or exceed customer requirements.
• Review drawings, create block diagrams and equipment schedules based on customer specifications to provide accurate and reliable quotes.
• Achieve regional bookings and revenue targets in the territory.
• Work closely with the sales support teams to provide guidance and feedback on customer requirements.
• Manage the territory pipeline, growth opportunities and expand the territory customer base.
• Demonstrate the full range of products sold by the company. Knowledge of each product family and the application of each of these product families is a requirement of the position.
• Build and maintain strong, long lasting customer relationships. Communicate the voice of the customer to appropriate internal departments.
• Partner with customers to understand their business needs and objectives.
• Effectively communicate the value proposition through proposals and presentations.
• Understand vertical-specific landscapes and trends. Report on forces that may require a shift in tactical budgets and strategic directions.
• Review activity reports to provide revenue forecasts.
• Work closely with Operations on timely customer demand fulfillment.
• Use SalesForce tool to adhere to standard processes during all sales stages.

WHAT YOU BRING TO THE ROLE…

• Demonstrated success selling complex technical solutions to executive decision-makers, including understanding of the key drivers that affect sales through direct and indirect channels and how to use those levers to achieve desired outcomes
• Previous experience working through long sales cycles of three to six months and deal sizes within $50K - $500K range
• Provide leadership in securing new customers and strategic partners, assume responsibilities for selected customers and partners and nurture those relationships to grow revenues and develop new revenue-generating opportunities
• Metrics driven – managing goals, pipeline, and performance through data
• Experience and proven ability to manage and collaborate as a remote member of the sales team
• Strong interpersonal skills with a proven ability to establish a strong external network to achieve deliverables, both through direct accountability and cross-organizational influence
• Proven track record of achieving sales, retaining customers and generating profitable growth
• Able to make quick sound decisions even in the absence of concrete data
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction
• Technical knowledge of IP Security (SW and HW)
• Strong communication skills (verbal, written, persuasion and presentation) with a demonstrated ability to present to all levels in English.
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting
• Proven ability to work well under pressure and handle stress personally and professionally
• Ability to develop and maintain a network of professional contacts in the territory
• Proven ability to learn new technology to design and sell technological solutions
• Experience working with Salesforce or other CRM platforms
• Willing and able to travel extensively

Preparing market expansion plan and ensuring achieving set targets,
 Expanding company operations in new foreign markets.
 Formulating sales strategies for foreign partners/sub distributes.
 Planning & executing Marketing campaigns in targeted Markets through conducting seminar &
other methodologies.
 Generating new partnership opportunities through existing and new networks.
 Preparing & arranging all legal requirements as per each foreign market regulations.
 Preparing contracts for new sub distributers & negotiating Payment Terms.
 Conducting Marketing research activities & SWOT Analysis for targeted markets.
 To work with the internal team to increase sales opportunities and thereby maximize revenue
for the organization & achieve revenue goals.
 Analyzing new markets need and resources required to enter new markets.
 Determining distribution channel strategy for each market/region
 Assessing distributers performance and issuing related reports as required.
 Staying up to date about competitors’ operations and new market trends in all operational
regions.
 Conducting variance analysis between assigned quotas and actual data and taking necessary
to overcome such undesired variances.
 Managing & coordinating operations between branches and the Head quarter.

Job Requirements
Education  University Graduate: preferred in business/ management.
Relevant Experience

 Minimum of 10 years in Similar Position.
 Proven record of successful operation explanation

JOB DESCRIPTION
Technical Knowledge/ Skills

 Leadership skills
 Communication Skills.
 Time Management.
 Organizing skills.
 Analytical skills.
 Strategic management
 Project management

Computer Skills

 Microsoft excel

Language Ability  Fluency in English, Arabic is an advantage