Position at Trustwave
Trustwave is a leading cybersecurity and managed security services provider that helps businesses fight cybercrime, protect data and reduce security risk.
Offering a comprehensive portfolio of managed security services, security testing, consulting, technology solutions and cybersecurity education, Trustwave helps businesses embrace digital transformation securely.
Trustwave is a Singtel company and the global security arm of Singtel, Optus and NCS, with customers in 96 countries.
Trustwave is looking for a strategic Channel and Sales Lead to join our sales team. The Channel and Sales lead will make a significant contribution to the growth and success of Trustwave in their assigned region.
Working closely with Pacific Leadership, this role is an outside channel and direct sales position focused on driving revenue through our reseller partners, distributors and Systems Integrators, whilst also building new business through direct client engagements.
Develop and manage accounts within the assigned region or territory
Responsible for lead generation, building the relationship with prospective customers, account profiling and developing the prospective customer into a revenue generating customer
Develop Pacific Channel Strategy and Plan in alignment with the global channel strategy and objectives. Develop new plan incorporating Channel and Distributor partners into a high-growth, integrated channel ecosystem
Identify, recruit, on board, enable and grow new channel partner relationships, per the strategy and plan
Identify and develop go-to-market strategies and lead demand generation opportunities
Work with partners to evangelize Trustwave solutions
Meet or exceed quarterly sales quota
Develop and manage pipeline, providing weekly updates to forecast
Ensure the provision of appropriate business information for decision-making and control
Assist in the development of existing accounts and the generation of new ones
Negotiate contracts, up-sell, build customer rapport
Provide appropriate sales tracking and reporting as required leveraging Salesforce.com and Excel
Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists;
interpret instructions furnished in written, oral, diagram, or schedule form
Experience and Qualifications :
5+ years of experience in cyber security sales
Extensive channel sales experience, experience as a Channel Account Manager or similar position
Proven track record of meeting or exceeding sales goals with Partners
Proven track record of targeting, recruiting onboarding and managing large SI partners
Proven track record of delivering incremental revenues through customer and partners
Ability to demonstrate intimate knowledge of the New Zealand Channel landscape Existing relationships with leading ANZ security partners is a requirement for this role
Excellent presentation skills
Excellent oral and written communication skills
Self-starter, independent thinker. Does not require day-to-day hands on supervision
Ability to create and execute successful channel strategies that will support revenue growth
Ability to work effectively with field sales, marketing, operations and finance organizations, both locally and in Trustwave North American headquarters
Creative problem-solving skills, strong business acumen, an understanding of group and corporate dynamics, integrity and the demonstrated ability to employ sound judgment in complex situations
We prefer tertiary-educated applicants, but at minimum, high school diploma or equivalent is required for employment.