Territory Sales Manager- Northeast - Boston

Sales
Ref: 269 Date Posted: Wednesday 13 Jun 2018
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Elevation Search Solutions is actively seeking a Territory Sales Manager for the Northeast market. Our client is a group of world-class information security professionals providing Managed Security Services in highly regulated industry.  Interested in joining their mission?

What will you be doing:

The Territory Sales Manager will be responsible for developing relationships in their designated territory and driving new sales within the Nashville area. Primary activities of the role include:

  • Sell our client’s services
  • Smoothly transition prospects into customers
  • Ensure that all members of the team are aligned with customer success
  • Have a deep understanding of Cyber Security/Information Security

Performance Objectives:

  • During the first 30 days:
    • Establish relationships with co-workers to enable performance as a team member
    • Learn and put into action:
      • The mission and values of our client
      • The policies and practices of our client
      • The work performed, the tools, and performance expectations
    • Become conversant in current information security concepts
    • Produce a six-month plan for achievement of revenue targets
    • Create a target customer list based on the best intelligence available
    • Learn the competitive landscape and how to beat them
    • Learn common customer objections and how to handle them
    • Integrate sales efforts with top five partners in the region
    • Understand the process of taking a lead through the sales cycle to close
  • 90-day performance targets:
    • Close $250k in MDR business
    • >5 new logos
    • Build a pipeline of $1M
    • One referenceable customer case study
  • 6-month performance targets:
    • Close $500k in MDR business
    • >12 new logos
    • Build pipeline of $2.5M
    • Two referenceable customer case studies
  • Year 1 performance targets:
    • Close $1M in MDR business
    • >30 new logos
    • Build pipeline of $5M
    • Four referenceable customer case studies

What you need to have:

  • Relentless self-motivation to win with integrity
  • 7+ years in Cyber Security/ information Security sales, business development and/or account relationship roles
  • Deep knowledge of regulated industries i.e. energy, financial, and healthcare organizations with demonstrated success in solutions selling directly to CIOs and CTOs
  • Exceptional executive presence with the ability to build trusted relationships at the C-level
  • Proven track record to develop a new sales pipeline and achieve/exceed target sales quotas
  • Experience maneuvering complex sales cycles and selling to multiple levels within mid-sized and large enterprise organizations
  • Demonstrated sales track record in highly competitive environments with the ability to qualify opportunities, obtain customer commitments and negotiate and close contracts
  • Ability to thrive in a high-growth, early-stage business with the potential to scale with the organization as it grows
  • Strong time management, organization, presentation and communication skills
  • Bachelor’s degree required; master’s degree or MBA preferred