Territory Sales Manager

Territory Sales Manager / Cloud Sales Specialist, Italy - (2300002Q)

Territory Sales Manager (Cloud focus) / Cloud Sales Specialist, Italy

**The focus of the Cloud Sales Specialist will be to hunt for new accounts in the Enterprise segment while helping to enable new channel partners in the region**.

What you will do:

- Primary point-of-contact for territory account/(s) and partners regardless of industry and size. Maintains contact with selected accounts and partners at a high, executive level, focusing on selected, high-growth potential relationships.
- Sells the organization’s products or services to and maintains direct or indirect relationships with existing accounts. Responsible for expanding and retaining profitable accounts while ensuring ongoing customer service.
- Find and develop committed and capable reselling and consulting partners, develop, and execute general and local joint business plans.
- Responsible for significant key partner relationship management and development within dedicated territory. Facilitate relationships between the customer, Radware and its partners including facilitating communication on strategic and tactical issues and maintaining continuity.
- Responsible for identifying and qualifying scalable, long-term and short-term areas of business opportunities and proactively identifying and addressing competitive threats.
- Prepares formal proposals and presentations, presents to all levels of the organization including executives, leads negotiations, coordinates complex decision-making processes and overcomes objectives to closure, and closes sales in a professional and effective manner.
- Maintain up-to-date knowledge of industry trends, technical developments and government regulations that affect target markets
- Research and develop territory growth plans based on potential customers, partner alignment and scalable demand generation activities; regularly follow-up on leads and developing leads, and support partners to close deals.
- Determine market strategies and goals for each product and service; understanding the strategies, goals and objectives of his territory.
- Assume a leadership role in coordinating territory strategy and tactics for sales support team (Systems Engineering, Sales operations, Services, Sales Management).
- Develops strategy for sustained management and success of the business and coordinates resources to ensure goals are met.

What do you need to succeed:

- Sales experience in a direct touch sales role and/or equivalent Channel Sales role.
- Knowledge of the market (customers, companies, competitors, key players, existing contacts).
- Understands principle of operations, key performance indicators, strategic and tactical focus areas and business acumen of partner ecosystem as well as individual partners.
- Be able to competently and confidently discuss and articulate key business and technology factors affecting major corporations.
- Proven successful sales track record in a difficult market climate selling high value / high complexity solutions.
- Exposure to and experience within the security sector in an Enterprise/Government context.

We will be happy if you also have:

- Effective and influential verbal, written, electronic communication and presentation skills.
- Extremely professional, Pro-active, solutions oriented and innovative.
- Able to work effectively and collaboratively under pressure and in a team environment.
- Must be influential, and client-focused, comfortable targeting clients at Board level through to staff / engineer level.
- Must be sharp, assertive, polished and entrepreneurial.
- Must be extremely driven and focused to achieve stretching targets.

LI-PJ1

Primary Location: IT-IT-Roma

Work Locations: Radware Italy, Roma Via di Valle Lupara 10 Roma 148

Job: Sales