Channel Sales Manager

Summary

At ESET, our Channel Sales Manager's key responsibility is to generate more revenue for the company, manage client accounts and come up with new sales ideas. This includes new sales strategies, sales pitches, and business plans.
Part of this role requires Business Development within the defined sales territory and focuses on new logo acquisition and large enterprise deal pursuit across key verticals.

Job description

You’ll be responsible for meeting and exceeding your quota by crafting and implementing strategic territory plans targeting deployments of the ESET Security Platform. This is a unique opportunity for a closer with a hunter mentality to manage and enlarge accounts, and obtain net new business and gain market share by actively displacing competing technologies.

Responsibilities/Duties -

• Prospect, develop, and close new less complex enterprise customers for ESET security software products in a defined sales territory with the ability to qualify opportunities, and allocate time and resources accordingly to sales best practices.

• Engage in the entire sales cycle from lead generation to closing new deals, often involving cold calling, networking, and initial client engagement.

• Frequently interact with potential customers, aiming to convert prospects into clients. Focus on understanding the needs of new markets and customer segments.

• Develop and execute territory & account plans to deliver maximum revenue potential, manage sales activities and updates, and create and deliver accurate forecasts in CRM

• Attain quarterly and annual net new revenue goals and quota targets

• Pursue a “hunter strategy” focused on prospecting and landing of Net New enterprise accounts with (x000+ seats)

• Sell the ESET Security vision to prospects through product demonstrations, events, and target-specific initiatives

• Manage large/global enterprise prospect and customer evaluations, proof of concepts, and any RFP/RFIs

• Solve complex business problems for our customers and ensure a positive prospect/customer experience, and make our ESET customers successful

• Provide detailed knowledge of ESET’s product portfolio and develop the comfort working with VARs to generate new pipeline and opportunities

• Coordinate sales activities across multi-functional groups

• Coordinate with other sales team members to share best practices and insights. Share best practices and insights with other team members

• Collaborate with management to develop acquisition plan and strategy to deliver long-term goals

• Suggest improvements in processes/systems to align it with sales needs

• Train the other team members by providing coaching, developing and distributing playbooks, conduct trainings.

Knowledge/Experience -

• 5+ years of field sales experience, or equivalent quota-crushing role, in the software/technology sector; experience in cyber-security or SecOps preferred

• 3+ years of experience evangelizing enterprise technology, with particular focus on SaaS and disruptive cyber security technologies. Security background a plus. 

• Can provide one-on-one coaching to BDMs, sharing insights and strategies for managing complex sales cycles and building relationships with enterprise prospects

• Develop and distribute playbooks for BDM that outline effective strategies, scripts, and processes that have proven successful in enterprise account acquisition

• Encourage a collaborative approach to selling, where the BDM works alongside other sales team members on high-stakes deals

• Facilitate collaboration between the sales team and other departments (e.g., marketing, product development, customer support) to ensure a holistic approach to meeting client needs

• Conduct training sessions focused on acquisition, advanced negotiation tactics, helping the team build stronger pipeline.

• Share market analysis on the specific challenges and pain points of enterprise clients and how to effectively address them.

• Experience and knowledge of SaaS-based architectures, ideally in a cyber security and/or security context - awareness of EDR/XDR & MDR technology is preferred

• Lead all aspects of the sales cycle with the ability to uncover, qualifying, developing, and closing new, white-space territories and accounts

• Win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.

• Consistent track record of over-achievement; net new logo accomplishments; and keen understanding of how to leverage channel partnerships.

• Strong focus on excellence in Pipeline Generation & Opportunity Progression; including meticulous planning and preparation

• Evidence of ‘team sales’ and the ability to use internal resources, partners, and team members to be successful.

• An ‘in the field’ mentality leading you to meet customers & prospects face to face wherever possible.

• Exceptional spoken/written language skills required: Ability to read, analyse, and interpret legal documents, ability to respond to common inquiries and complaints, ability to effectively present information to top executive management.

• High level of inter-personal relationship and excellent written and verbal communication skills

• Detail oriented and self-reliant with a high level of inter-personal relationship and excellent written and verbal communication skills

Benefits

Health & well-being

• Annual leave
• Personal leave (sick leave)
• Community Service Leave
• Family & Domestic Violence Leave

Family

• Maternity leave
• Paternity leave
• Compassionate leave
• Wedding leave

Office

• Adjustable work stations, shower rooms, ping pong table
• Fully stocked pantry
• Hybrid work arrangements
• Celebrations (birthdays, family day, gender reveal party)
• Christmas party
• Quarterly teambuilding events

Other

• Personal IT equipment for work
• LinkedIn Learning Corporate Licenses
• Referral program
• Quarterly recognition program
• Loyalty leave
• APAC Off-Site
• Long service awards
• Time off in-lieu

Primary location

Sydney

Additional locations

Time type

Full time