Sales Manager Identity Security

The Sales Manager is responsible to meet the assigned quota by coaching and improving the Strategic and Major Account Executive team. The dedicated account set is defined by a named list of verticalized large enterprises. The Sales Manager takes full accountability for the team and the team’s result, delivering against a given quota with the team and locally active partners.
The Sales Manager is the day-to-day Coach for her/his team. She/He drives for improvements short- and long-term and deals with all kind of requests and escalations from her/his team as well as from customers/prospects to solve them.
Also the Sales Manager interacts with the needed internal (e.g. Solutions Engineers, Customer Success, Channel Sales, Marketing, Product Management, Security Services, Finance, Legal) and external functions (e.g. partners, advisors) in a trusted way to drive sales and build long term relationships.

Responsibilities:
Definition of target account set per Strategic / Major Account Executive and the associated quota;
Driving and advising on account planning in wider account team as well as execution against the plan;
Delivering against quota for the overall team (roll-up of team);
Improving performance (ARR, product mix and and quality) of the team long term and help shaping and structuring large deals;
Support of the Account Executive with onsite-meetings as well as with coaching, identifying gaps and building dedicated plans to develop individuals to close the gaps;
Building trusted relationships in multiple buying centers at appropriate level of enterprise accounts and channel partners;
Defining the appropriate lead generation for the target accounts’ market and work with the “right” partners to deliver joint successful projects (go-to-market- strategy);
Properly manage execution of sales cycle, processes like MEDDPICC and standard tasks like SalesForce hygiene and quoting;
Perform regular meetings with Area VP Northern Europe to assess the status of the business and how to improve/scale. Build plan and execute on this together with Area VP and peers.

People Management Experience managing senior and diverse teams setup with a successful track record;
Experience in account management and long-term-partnerships for complex B2B technologies;
Enterprise Solution Selling Experience / MEDDPICC or similar;
Strong background of excellence in end-to-end, direct-touch Enterprise sales;
Clearly understands SaaS metrics and Subscription based business and applies them to high-growth and performance to build long-term ARR;
Experiences in Cyber Security, Identity Management, Compliance or Information Security as well as Cloud as a background;
Knowledgeable in the Dutch market with existing network;
Dutch native speaker;
Willingness to travel, with a drive to be in the Amsterdam office regularly.

Our client is the global leader in Identity Security. Centered on privileged access management, they provide the most comprehensive security offering for any identity – human or machine – across business applications, distributed workforces, hybrid cloud workloads and throughout the DevOps lifecycle. The world’s leading organizations rely on them to help secure their most critical assets.

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