Enterprise Group Manager

Overview

Enterprise Group Manager

Main responsibilities

• Team management
• Develop, oversee and execute an enterprise go-to-market strategy on dedicated territory;
• Recruit, train, develop, supervise, and motivate team;
• Oversee and be responsible for team commitments and strive for success;
• Set goals and drive team towards success while ensuring effective teaming and coordination between roles across teams to win business and remove blockers;
• Drive Enterprise team to manage new and existing clients.
• Business development
• Achieve quarterly and annual set targets from NAL enterprises of 1000+ users;
• Establish and maintain executive level relationships to create a qualified pipeline and drive revenue;
• Develop contacts with assigned customers from NAL into leads and work through the entire sales cycle;
• Articulate the value of our product/service to higher level within customer organization;
• Identify, develop and articulate a compelling value proposition to prospective customers in the large enterprise segment;
• Position Kaspersky Lab specialized services like cyber security training, threat intelligence services, Anti APT etc to large enterprises;
• Supply proposals and product information to prospects;
• Funnel reporting and updates using SalesForce;
• Work in close connection with Partner / Channel Account managers to ensure the deal closure and full sales cycle support by appropriate reseller or system integrator;
• Independently drive the entire sales cycle for customer acquisition;
• Stay updated with competitive landscape and latest trends in the security market;
• Work as a trusted consultant for NAL enterprises, to get Kaspersky products & services empaneled as their preferred choice;
• Lead the process of timely response to RFP s, along with partners & colleagues;
• Present Kaspersky Portfolio of product & services at field events such as conferences, seminars, etc;
• Convey customer requirements to Product Management teams on the regular basis;
• Co-ordinate with Global Enterprise Sales Team.

Education

• Bachelor's degree in business administration;
• Or a combination of the completion of a Masters Degree in Business Administration, Finance or Accounting;
• Working experience
• 7+ years direct account management in IT Sales in handling large accounts;
• Demonstrable experience in Enterprise / Corporate Sales in the IT software industry, Cybersecurity experience highly beneficial;
• Proven track record of delivering revenue and profit in Enterprise Sales;
• In-depth understanding of Enterprise Accounts and markets;
• Good understanding of Enterprise Sales;
• Experience of working in an international, fast paced environment;
• Knowledge, skills and abilities
• New business hunter and a proactive go-getter with a winning mentality;
• Excellent communication and presentation skills;
• Highly developed social skills and ability to manage relationships at all levels;
• Target-driven and result-focused;
• Good time management skills;
• Strong business and executive level sales acumen;
• Strong sense of responsibility and commitment, effective communications skills in interacting with people at all levels;
• Able to work under pressure, multi-tasking and meet deadlines;