Primary Purpose of the Role:
We are looking for an enthusiastic and ambitious person to join our dynamic Sales team to work across our Data Protection portfolio. In this position, you will be working closely with the regional Sales and Pre-Sales team.
Your main focus will be to plan, manage and grow the Data Protection business (HSM’s, Data Encryption, Key Management) within Belgium & Luxembourg.
As market leader within Digital Identity and Security, Thales makes personal digital interaction simple and secure in an increasingly connected society. From secure software to biometrics and encryption, Thales provides technologies and services that enables business and governments to authenticate identities and protect data, enabling its clients to offer trusted digital services to billions of individuals.
As Channel Manager for Belgium & Luxembourg you will be responsible for developing & managing a defined list of Systems Integrators, Service Providers, Channel Partners & Consultancy Organizations.
The mains focus will be on creating, developing and executing sales strategies for the defined partners/accounts as well as generating accurate and realistic account plans & sales forecasts with the aim to drive business.
Key Responsibilities and Tasks:
• Develop, manage and grow revenue driving relationships through Strategic Partners Integrators and VAR’s
• Plan and prioritize personal sales activities and partner/customer contact towards maximizing sales and achieving agreed business aims
• Develop and leverage a high profile presence within pre-defined targeted accounts and verticals and establish strong long-term relationships/partnerships with key partners with the goal to generate joint business opportunities
• Plan and manage personal business portfolio according to an agreed market development strategy
• Work closely with the local Sales team and align on a joint strategic approach towards the market
• Work with the local Marketing teams to develop marketing plans that will support the growth.
• A Hunter mentality with a focus on new business and cross- and up-selling within the important
existing customer base.
• Joint Business planning resulting in maintaining and developing existing and new customers
• Attend online and on-site trainings and develop and maintain the relevant knowledge and skills
• Regular reporting and forecasting to Sales Director BeNeLux
Skills, Experience Qualifications:
• 5+ years of sales experience in IT, Security or cloud.
• A degree within Business, Sales and/or IT
• Sales/marketing orientation, with a high level of knowledge of the system integrator or service
provider marketplace and a good understanding of the security market.
• Direct experience driving sales and business development activity with system integrators, service providers & VAR’s
• Experience in managing all aspects of the sales cycle including prospecting, business development
• Capable of closing complicated deals from discovering sales opportunities to contract completion
• A proven track record of developing long term relationships and selling specialist hardware and software solutions, ideally in a security software / cloud environment.
• Experience collaborating with partner sales teams to identify opportunities for new business through their sales process including sales collateral, joint customer presentations, and other sales enablement/GTM activities.
• Technically proficient in software and hardware IT Security/Basic Crypto knowledge is a plus.
• Ability to communicate sales and marketing strategy
• A proven structured approach / methodology to organize, manage and execute a detailed Sales Account Plan
• Excellent communication and presentation skills
• Team player with strong coordination and collaboration skills
• Experience with SFDC as CRM is a plus
• Fluent in Dutch and/or French & English