Channel & Enterprise Sales Director (India)
Danaher Corporation
Arbor Networks is a leading provider of network security and monitoring solutions for global networks. Its customers include over 70 percent of the world’s ISPs and many large enterprises. Arbor solutions deliver best-in-class network security and visibility, along with the power to improve profitability by deploying differentiated, revenue-generating secure services. By employing flow-based and deep packet inspection (DPI) technologies, Arbor solutions measure and protect the entire network — from the service provider core to the broadband edge.
This position will also require the Sales Director to work directly on key accounts, as well as with partners on direct, end user engagements. While the channel is being established, significant high touch joint account engagement will be required. Demonstrating to the partner how to drive a standard sale cycle, properly position Arbor’s solutions, negotiate pricing and closing deals will be a critical part of this role, as the channels are coming up to speed on working.
Ultimately this position should move from an individual contributor role, to also managing a team of sales and channel managers across the regions.
Key Responsibilities
- Drive joint sales revenue across enterprise verticals, leveraging established and new partner channels and sales acumen across India and the India Sub Continent countries.
- Establish jointly-developed business plans which align to the assigned geographic and business needs.
- Exceed bookings targets on a monthly, quarterly, and yearly basis.
- Ensure that the partner is meeting Arbor’s requirements as defined by the Arbor Advantage Program & by the agree-to business plan, if applicable.
- Demonstrate the ability to address each partner's unique inquiry, providing them with the proper information and appropriate solutions based on the partner's specific needs and interests.
- Develop and document a follow-up methodology to ensure consistent and ongoing coverage.
- Work in a teaming environment which includes SEs, HQ.
- Collaborate with Marketing to develop and execute marketing plans.
- Make sure our partners are following-up on all leads supplied and ensure Arbor’s Sales Portal is updated and Partner Portal is being used.
- Marshal and lead the appropriate technical resources to demonstrate Arbor's advantages to the partner.
- Work directly with partner to drive sales cycle in appropriate timeframes to meet quarterly revenue targets.
- Maintain and expand your sales, Arbor solutions, industry, market and competitive knowledge and skills.
- Demonstrate the ability to manage conversations at all business/technical levels of a partner's organization.
Job-Specific Authority and Scope
- Generally works without consulting their manager; independent decisions are made daily. “Work from home” is the MO, but this means that most days are spent at the partner or customer location.
- No immediate direct reports, but territory could expand requiring local, country specific channel managers.
Business Travel
- Business travel of approximately 60 percent
Preferred Education:
- Bachelor's degree or global equivalent in an IT, business or sales related field.
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10 or more years of Business to Business channel and direct sales experience in the IT field.
- Domain Knowledge – Must have a strong understanding of enterprise security and the advanced threat technology landscape.
- Partner Focus: Act in ways that demonstrate partner focus and satisfaction by building effective relationships throughout the partner organization. A strong network of enterprise partners (including but not limited to the large Indian SIs such as Wipro, TCS, Infosys, etc.) and understanding of engagement with partners across all India and India Sub Continent countries.
- Enterprise Sales: Has demonstrated strong enterprise sales skills, namely in the verticals including Financial Services, Government, Data Center, Service Providers (ISP) and Online communities. Must understand solution selling at a CXO level.
- Territory Management: Manage territory, considering the partner portfolio; establish accurate plans and forecasts; prioritize efforts; generate short term results while holding a long-term perspective to maximize overall territory viability.
- Effective Communications: Deliver oral & written communications that are impactful and persuasive with their intended audience.
- Data Driven: Must be able to gather, analyze, make decisions upon and present on business strategy and activity that is based on deep data analysis.
- Industry Knowledge: In-depth knowledge of given industry and relevant marketplace; can speak with authority, e.g., on industry trends, best practices, competitive practices, regulatory issues, etc.
- Persuasive Selling: Utilize solutions-oriented, systematic approach to selling; leverage mastery of sales best practices and Arbor's sales methodology.
- Business Acumen: Understand key aspects of business, e.g., business models and competitive positioning; can speak in business language when applying professional expertise.
- Financial Acumen: Use financial analysis to make decisions, evaluate opportunities and choices; know how financial decisions impact business success
- Compliance Acumen: A critical component of this role to ensure that all deals follow Arbor compliance laws and regulations.
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