Head of Enterprise Sales, USA

s
Company: Kaspersky Lab
Location: United States

Apply

Your Objective:

As the Head of US Enterprise Sales, your primary objective is to lead, manage and develop a team of enterprise sales professionals in order to meet the company’s sales targets in the U.S. by selling cybersecurity solutions to security mature organizations. In addition, you will contribute to the creation and execution of sales and marketing strategies that are designed to enable the overall team to achieve the revenue goals for the region.

Your Role:

In this senior sales leadership position, you will provide direct oversight and management to highly skilled and experienced sales professionals. You will be responsible for budget and personnel management for this business segment. You will also collaborate and work closely with all supporting functional teams including channel, marketing, sales operations, product management, product marketing, professional services, support, finance and IT to achieve the specified goals and objectives for the team and the company.

What You Will Be Doing:

  • Sales Management

    • Manage a high-performing field sales team by recruiting and developing talented sales professionals and providing ongoing coaching and support
    • Lead team to meet and exceed monthly, quarterly and annual revenue targets by promoting best practices, tools and techniques for exceptional sales performance
    • Development of sales metrics and reporting capabilities that support productive, focused sales management discussions and activities
    • Motivate and drive top performance while ensuring compliance with accepted sales methods and adherence to processes and procedures
    • Provide escalation path for critical sales issues that impact the customer and/or the ability of the team to meet and exceed growth targets and objectives
  • Sales Leadership

    • Provide information to senior management regarding the sales plan and strategy; market conditions and recommendations for the short and medium term related to the overall global plan and company direction.
    • Provide strategic contribution to the North American organization via feedback and counsel on B2B market conditions and needs.
    • Define and make recommendations for sales strategy, including budget and personnel, territory alignment and essential tactics that will align with overall sales strategy.
    • Work closely with management to identify critical success factors and execute strategic and tactical plans, while keeping within budget parameters, in order to respond to changes in market and competitive conditions.
    • Provide feedback to global product marketing teams on product needs.
    • Continue to recruit, inspire and lead a world-class team.
    • Monitor sales and execution against the plan daily with weekly updates and quarterly planning sessions.
    • Work with the marketing and channel operations functions to develop new business opportunities
    • Interface with senior management to report on needs, trends, results, and makes recommendations for improving and enhancing the business

What You Need to Have/Know:

  • Must be based in the Greater Boston area and have a frequent presence in the Woburn, MA office
  • Minimum 4 years of experience of managing sales teams in the software industry
  • Minimum 10 years of experience in software/technology field
  • Enterprise-specific sales experience and a proven track record of managing sales professionals is required
  • Proven track record of success managing teams to above-plan performance
  • Completed degree (BA, MSc, MA, or PhD)
  • Additional education in the technology industry for soft skills (including sales training)
  • Highly organized with effective time management skills
  • Demonstrated leader and contributor to a sales management team
  • Proven track record of successful leadership and ability to influence, develop, and empower employees to achieve objectives employing a team approach
  • Experience working within an organization that includes indirect sales
  • Outstanding communication skills, both written and verbal. Must have the proven ability to deliver concise, logical written documents and the presence to deliver the company’s vision and product definitions to both large and small audiences
  • World class team player who works effectively in a team-based organization, collaborates cross-functionally, exercises influence at senior levels, and builds alignment around goals and objectives. Readily builds consensus; achieves agreement on key initiatives and priorities
  • Strong personality, management and leadership capabilities with the ability to effectively motivate the team. Must be committed to the personal growth of individuals on his/her team and also possess strong listening skills
  • Results-oriented and driven to achieve goals with the ability to attract individuals with similar characteristics
  • Dynamic personality with true entrepreneurial spirit and passion for a fast-paced, growing environment
  • Organized, assertive and self-directed business style, with strong ability to prioritize
  • Highly motivated individual with the proven ability to motivate and lead others
  • Periodic travel in US up to 50% of the time.
  • Occasional travel outside US (1-2 times per year on average)