Territory Sales Manager - Cloud, Germany

Radware is a global leader of cyber security and application delivery solutions for physical, cloud, and software defined data centers.

At Radware, we live and breathe cybersecurity. It is our passion. Each day, our international team works to earn the trust of more than thousands of organizations around the globe. Keeping them safe is our mission. To that end, we go head-to-head with politically motivated hacktivists, dangerous nation-state threat actors and other notorious cyber attackers — these are not your average adversaries. Backed by nearly 30 years of experience, Radware is best known for its technical excellence and innovative network and application security solutions. That is why it is so important that we build our team with bold and bright talent.

What is the job: Radware is looking for a Territory Sales Manager in Germany, to fuel its growth by cultivating new relationships and driving revenue, to engage Radware within large and medium accounts and partners within dedicated sales territories. To define and represent the enhanced Radware proposition, especially for Cloud solutions, to define players in this market segment like end users, partners, alliances and to aggressively grow Radware’s market share and revenues from existing and new accounts.

• 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, and maintain 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 pro-actively 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 effect 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 partner 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 business and coordinates resources to ensure goals are met.

What you need:

• MUST have appropriate sales experience - Ideally would have networking/security experience and knowledge around Cloud application ecosystems.
• 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.

How can you stand out:

• 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.

Why you should join us:

Employees from more than 40 countries have chosen Radware as a place where they can belong.

Radware has been recognized by Glassdoor and BDI as one of the World’s Best Places to Work, ranking among the top 100 companies across the globe in the IT category.

Radware has also been named a Gold Winner for Application Security in the 2023 Globee Cybersecurity Awards, by Forrester a Leader in DDoS Protection, and has been named a Leader in WAF Market by Quadrant Knowledge Solutions.

We are equally committed to our people. We strive to create a dynamic work environment that celebrates diversity, promotes equality, and thrives on the unique contributions of each individual.

If you are ready to be part of a global-minded company that is inspired to create a better, safer future; and if and want to fight for the good guys and be at the forefront of helping companies protect their most critical assets from today’s cyber adversaries, then you’ve found the right fit at Radware.

#Germany

Primary Location

Germany-Germany-Langen

Work Locations

Radware Germany, Langen

Job

Sales