Regional Sales Director- France
XM Cyber
- Paris
- CDI
- Temps-plein
- Identify target clients within XM Cyber ICP (Ideal Customer Profile)
- Work with marketing on demand generation campaigns to open opportunities within ICP
- Work with BDR (business development representative) to execute focused campaigns into target clients
- Work with channel management teams to build and execute regional channel strategy
- Introduce and present XM Cyber to qualified contacts at target clients to create sales opportunities
- Work consultatively with potential clients to understand addressable pain and build impactful business cases for investment into XM Cyber
- Work with sales engineering resources to arrange and execute high impact demos, value focused proof of concepts and client workshops
- Proactively use your network both direct and indirect to create early-stage sales engagements
- Build and execute multi-faceted sales engagements with major clients where we are working at different levels of influence across the client.
- Meet assigned targets for sales activities within your sales region
- Manage CRM (salesforce) in line with XM Cyber funnel and lead management framework so that accurate business reporting and visibility is provided
- Provide quarterly business review for senior management giving visibility of short- and long-term sales opportunities and regional strategy
- 10+ years’ experience working in the IT industry with at least 5 years in a cyber security sales role
- Exceptional presentation skills (oral and written) for communication of value proposition, business benefits, technology integration, product differentiators, and competitive benefits.
- Deep knowledge of the cyber industry and the different go-to-market models that VAR and MSSP organizations use.
- Strategic thinker with a view for building scalable business models
- Previous experience successfully building regional business within France.
- An understanding of key industry drivers and major technology vendors.
- Ability to evangelize new technologies and ideas.
- Previous experience working in a start-up environment and building a business from ground up is essential.
- Knowledge of digital business models and how digital transformation and increased 3rd party connectivity is impacting cyber security.
- High level knowledge of some of the following security technology domains: EDR, SIEM, SOAR, Penetration Testing, Vulnerability Scanning, Firewalls and PAM.
- Ideally experience within a SAAS vendor
- Language Skills: English and local regional languages
- Ability to travel regularly within region, as needed
- Knowledge of and formal training on industry accepted sales methodologies e.g. Target Account Selling, MEDDIC, Miller Heiman, SPIN