- Work closely with the sales organization leaders to significantly leverage our highest value Partners as part of overall Radware Strategy.
- Build a Channel Strategy to capture new opportunities in cloud and in security expand rapidly the business.
- Drive revenue with reselling partners at a senior level.
- Develop and execute partner and business strategies.
- Define strategic direction for Partner Relationship Managers and influence strategic direction of partners.
- Engages with customers and/or partners to develop strong qualitative and quantitative business cases for Radware.
- Target, recruit, and manage new/existing channel partners. To establish and manage the sales process for Radware in a given location through to sales closure. This includes customer negotiation skills/experience.
- Day-to-day execution and management of the sales process including writing proposals and in many cases being partner premises-based.
- Develop relationships with channel partners and distributors to obtain leads and undertake joint marketing and sales activities.
- Manage key partner activities including forecasting, quota attainment, sales training, sales/opportunity management, compliance with certification requirement.
- Responsible for channel partner business/capacity planning, quarterly business reviews, establishing/tracking partner performance.
- Develop and implement strategy to increase the sales and sales engagement activities with select partners.
- Meet or exceed sales quotas and revenue goals as determined by the Regional Director.
- Prepare formal proposals and present to all levels of end-users, including executive level.
- Provide weekly updates to Regional Director concerning account issues, financial status, and so on.
- Develop and maintain detailed account profiles for key accounts, and install base accounts, in India, under the sole discretion and review of the Regional Director on a quarterly basis.
- Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process, and ensure Siebel CRM is utilized appropriately and maintained on a regular basis.
- Responsible for India direct touch planning through research, development, and maintenance of long- and short-range sales and marketing plans.
- Maintain up-to-date knowledge of industry trends, technical developments, and government regulations that affect the India market.
- Researching and developing lists of potential customers, identifying and qualifying business opportunities, making regula sales calls to develop relationships and following-up on sales leads targeting non-named account
- Lead negotiations, coordinate complex decision-making processes, overcome obstacles to closure and close sales in a professional and effective manner.
- Champions significant projects, programs, and business initiatives using demonstrated creativity and initiative.
- Must have appropriate sales experience, ideally would have networking and/or security experience.
- Minimum 5 years sales experience in a direct touch sales role or equivalent Channel Sales role.
- Prior knowledge of Microsoft, AWS, Google, Cisco and Checkpoint partner a plus,
- Knowledge of the market (customers, companies, competitors, key players, existing contacts).
- 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.
- Suggested backgrounds: Security vendors, Radware competitors, networking vendors, Cloud partners
- Effective and influential verbal, written, electronic communication and presentation skills.
- Extremely professional.
Primary Location
IN-IN-Bangalore
Work Locations
Radware India, Bangalore
Job
Field Sales Sales Account Management
