Regional Account Manager (Cyber Security) (JHB) at Datafin Recruitment

ENVIRONMENT:

• PROACTIVELY build new clients and grow assigned territories as the next Regional Account Manager wanted by a global leader in Cybersecurity for its Joburg division.
• This will be achieved by working closely with the Technical, Channel Partner and Marketing team to formulate selling strategies and campaigns – to build trusted relationships with customers and their senior representatives.
• You will be accountable for achieving and overachieving your sales target to contribute to the sales performance of your region. You will also serve as the Trusted Advisor as you articulate and promote the company’s value proposition and services to customers.
• The successful incumbent will require Salesforce proficiency, 6 years’ suitable Sales work experience – preferably a few years in the Security industry with Sales & Security-related Certifications.
• Any Account Management Certifications such as SPIN or TAS and knowledge of Security frameworks including Zero Trust, SASE, UEBA, XDR & platforms SIEM and SOAR will prove hugely beneficial.

DUTIES:

Primary Responsibilities –

• Identify and proactively target prospects and existing clients to drive the adoption of key technologies and services.
• Increase market share in the defined territory objectives of accounts and develop market strategies for each product and service.
• Knowledge of assigned territory, connect with CIO/CISO to create and grow opportunities.
• Work with relevant stakeholders (Pre-Sales, Marketing and Sales Head) to take the right value proposition to Channel CEO and associated sales and technical teams.
• Attain revenues goals per quarter allocation in line with BU goals.
• Develop relationships with the ecosystem of alliances or technology partners (AWS/ Microsoft/ VMware/ Google).
• Document and maintain all account information in Salesforce to facilitate opportunity management, accurate revenue forecasting, and account planning.
• Communicate relevant information to stakeholders to facilitate decision making.
• Build and maintain client contacts and relationships by understanding client’s business and requirements.
• Consult customers on Cybersecurity initiatives and drive constant engagement from demos till post implementation support.
• Lead and support any client meetings/calls.
• Hold and participate in the account review meetings to discuss claims, customer experience, service performance and client feedback as well as possible future opportunities for CVP.
• Sell value to CIO, and complex multiple customer scenario showcasing technical and sales expertise.

REQUIREMENTS:

• Minimum 6 years of relevant Sales experience and preferably few years in Security industry.
• Proven Account Management experience in the commercial sector.
• Exposure to both End Customer Environments and Channels.
• Sales Based Certifications.
• Security Certification.
• Knowledge of competition, new Cybersecurity technologies, upcoming trends (Cloud, Digital Transformation, IoT, industry, etc.), country regulations that affect target markets.

Advantageous –

• Account Management Certification such as SPIN or TAS would be highly regarded.
• Knowledge of security frameworks like Zero Trust, SASE, UEBA, XDR and Security Platforms like SIEM and SOAR.

ATTRIBUTES:

• Must have growth-oriented mindset and experience of working in the collaborative environment
• Collaborative across various functions such as Technical, Marketing, Channel, to ensure customer success at all levels.
• Ability to network, create and build strong relationships senior executive relationships.  
• Excel in presenting business value proposition, solutions/benefits of complex technology in easy-to-understand business language.