Indusface - Director - Enterprise Sales (7-9 yrs)

Role Overview:

- The Director, Enterprise Sales will be responsible for driving sales growth and expanding business opportunities within existing accounts as well as acquiring new business within a designated territory.

- This role requires a strong understanding of product and technical offerings, particularly in the application security and cloud-based space.

- The Director will be responsible for building and managing relationships with C-level and V-level executives, articulating the company's value proposition, and ensuring successful fulfillment of business agreements.

Key Responsibilities:

Sales and Business Growth:

- Account Management: Drive sales growth within existing business relationships and identify opportunities for new business acquisition.

- Territory Management: Own and manage a pre-identified territory and business accounts, leveraging direct sales engagement and channel sales strategies.

- Prospecting & Lead Generation: Prospect, qualify, and generate new business leads, converting them into long-term, profitable relationships.

- Revenue Goals: Meet and exceed quantitative and qualitative sales performance expectations, contributing directly to the company's growth and revenue targets.

- Customer Engagement: Build strong relationships with key decision-makers, particularly in large enterprises, to understand their business needs and propose solutions.

- New Business Development: Identify and acquire new business opportunities within the assigned region and customer base, continuously seeking ways to increase market share.

Sales Strategy and Execution:

- Value Proposition Articulation: Develop and present clear, compelling value propositions to C level and V-level executives.

- Tailor presentations to address specific pain points and technology requirements of each customer.

- Negotiation & Contract Management: Lead negotiations from pricing to contract development, ensuring all terms meet business objectives.

- Oversee the successful fulfillment of orders post-sale.

- Cross-functional Collaboration: Work closely with internal teams, including presales, internal sales, and technical support, to ensure seamless customer engagement and successful delivery.

- Customer Retention & Upselling: Cultivate long-term relationships with clients, focusing on customer satisfaction and driving upsell and renewal business opportunities.

Partnership Management:

- Channel Partner Management: Manage and develop key relationships with existing and potential channel partners.

- Build strong partnerships to expand reach and grow business through partner channels.

- Strategic Alliances: Engage with partner decision-makers and relevant executives to drive new, upsell, and renewal business within existing accounts.

Skills and Competencies:

Technical Skills:

- Application Security Knowledge: Strong technical understanding of application security, cloud based offerings, and cybersecurity solutions.

- Product Expertise: Ability to understand and explain complex product solutions related to application security, cloud technology, and digital infrastructure.

- Sales Tools and CRM: Proficiency with CRM software such as Salesforce, HubSpot, or similar tools.

- Negotiation and Contracting: Skilled in pricing negotiations, deal structuring, and contract development.

Business Skills:

- Sales Strategy: Expertise in driving and executing sales strategies, managing sales pipelines, and meeting performance targets.

- Account Management: Proven ability to manage and grow relationships with enterprise-level accounts and partners.

- Customer Relationship Building: Strong interpersonal skills with the ability to build long-term relationships with senior stakeholders (C-level, V-level executives).

- Territory Management: Ability to independently manage a specific sales territory, growing market share and generating new business.

- Solution Selling: Skilled in selling solutions and tailoring offerings to address specific customer pain points and technology needs.

Leadership and Communication:

- Leadership: Ability to manage and direct internal teams and resources, providing guidance and leadership throughout the sales process.

- Presentation Skills: Strong verbal and written communication skills, with the ability to present complex technical information clearly and compellingly.

- Collaboration: Ability to work cross-functionally with presales, marketing, technical support, and product teams to deliver customer-centric solutions.

Qualifications:

- Education: Bachelor's degree in Business, Engineering, or a related field; MBA is a plus.

- Experience: 7+ years of experience in enterprise sales, with a strong background in application security, cloud-based solutions, or related fields.

- Industry Experience: Experience in B2B technology sales, particularly within the cybersecurity, SaaS, or cloud industries, is preferred.

Why Join Us?

- Growth Opportunity: Be part of a fast-growing, high-impact company that's revolutionizing the application security space.

- Collaborative Environment: Work with a talented, cross-functional team that fosters innovation and professional growth.

- Competitive Compensation: Attractive salary package with performance-based incentives.

- Industry Leadership: Work with leading-edge technology and a customer-first approach in the cybersecurity and cloud solutions industry.