Regional Sales Manager Individual Contributor - Symantec

Position:
Regional Sales Manager (Individual Contributor) - Symantec France

Arrow's Enterprise Computing Solutions (ECS) business is a global technology enablement company that brings innovative IT solutions to the market to solve complex business challenges. We deliver value-added distribution, business consulting, and channel enablement services to the world's leading technology manufacturers and their channel partners that serve commercial and government markets.

The Regional Account Manager Symantec France is responsible for owning, driving and expanding the overall sales plan for Symantec's commercial SMB segment. This will include net new business (whitespace), customer winback and competitive displacement. You will own the execution of this strategy across your geo and support our country channel team to meet their goals. You will be responsible for generating and closing pipeline. You will support the organisation to develop and execute specific plans to drive opportunity in this space and be responsible for the net new commercial sales in each country/region. You will develop strong business alignment with our key partners and build robust reporting & forecasting for your business. Your ability for creative thinking, commercial acumen, proactivity & commitment will contribute to success. You will continually develop the business and stay ahead of the market.

Key Activities

Duties will include, but are not restricted to the following:

• Management & execution of Commercial new business sales strategy directly we end user prospects
• Ownership for strategic relationships with key prospects (C-level/Senior Management)
• Manage the local execution of EMEA wide initiatives for each strategic program or market segment initiative.
• Supporting key partnerships to drive new commercial opportunity
• Coordinate forecasting/pipeline process in line with Arrow Countries
• Provide sales leadership and management to the Regional VPs, Country Managers and Business Unit Leaders in their daily business
• Work closely with all internal departments/Countries within Arrow ECS EMEA towards the achievement of financial and business goals
• Matrix management (in-direct reports) of in country Business Developers to support commercial opportunity
• Working with marketing stratergist to design and develop sales campaigns to target commercial customer whitespace
• Development of sales plays to ensure continued adoption of Symantec products by Commercial customers

• Have relevant direct touch/end-user sales experience in cybersecurity (Symantec products & solutions would be a strong asset) or technology space, managing customer relationships, processes and programs and/or sales personnel within the IT industry.
• Has developed and executed strategic sales initiatives including setting business expectations and objectives.
• Demonstrate that they have worked effectively with marketing to maximize effectiveness of Go to Market programs
• Demonstrate leadership abilities, team management and interpersonal skills.
• Demonstrate ability to work in a matrix organization.
• Travel is estimated to take up 75% of working time.
• 5 years' experience minimum into the cybersecurity/IT area isrequired.

• Strong own leadership/management qualities
• Strong degree of structure and organisation
• Ability to enthuse, to connect and mobilize people involved
• Has a good understanding vendor strategy and can evangelise the vendor propostions
• Demonstrate a strong understanding of the full needs of the wider business in relation to the sales organization
• Hunting profile

• Fluent in French & English
• Strong writing and communication skills
• Strong influencing and negotiation skills
• Good Relationship building
• Direct experience with cybersecurity vendor

• Company car.
• Competitive package (fix + variables).
• Health insurance (Mutuelle + Prévoyance).
• Opportunity to take part of a new and stimulating experience.