Global System Integrator Sales Manager

Radware Ltd. New York City , NY 10008

Posted 6 days ago

Radware has changed how businesses are securing the digital experience. As a result, it's now the recognized industry leader undergoing explosive growth in the rapidly expanding security market.

A leading provider of cyber security and application delivery, Radware (RDWR) is looking for a Global System Integrator Sales Manager to fuel the growth by cultivating and nurturing relationships and driving revenue across global system integrators partners.

If you're an energetic, upstart sales professional looking to own and drive your line of business, this could be the position for you.

We are looking for a Global System Integrator Sales Manager to target and manage these major accounts. These accounts both purchase product for internal infrastructure as well as act as channel partners to resell Radware technologies as a service to clients.

The Global System Integrator Sales Manager will also focus on creating channel partnerships with these accounts and the cross selling of all Radware technologies.

If you have experience in any of the following, or are interested in learning how to sell into this fast growing market, we are interested in speaking with you:

Previous employment with a system integrator in a sales role and/or working with the global SIs in a sell-to or sell-through fashion, selling infrastructure or connectivity to large data centers, IT, data center security, application delivery and security, network security and cloud security.

This is a remote position.

  • Experience of 10 years in selling to or with Global System Integrators (GSIs).

  • Needs to have connections with GSI's like ( Infosys, Wipro Technologies, Cognizant, Tata Consultancy Service, Tech Mahindra, HCL Technologies).

  • Position based out of US involves travel across US region.

  • Experience required in selling Million dollar deals to these GSI's.

  • Should be able to comprehend and articulate and do positioning across New large RFP's, new green field RFP's

  • A good understanding of how the Global System Integrators work, the process they follow and existing leadership connects at the C level

  • Infrastructure Services and Solutions (i.e.: VMWare, HP, IBM, Sun, etc), Security Solutions

  • Experience in data centers Infrastructure, IP networking and/or network security experience is required.

  • Must work well in a global virtual team environment, with multiple resources.

  • Demonstrate understanding of our industry, customer needs and competitive landscape.

  • BS/BA or equivalent degree.

  • Proven track record of delivering over quota.

  • Independent, self-motivated, competitive, high powered and polished.

SKILLS AND COMPETENCIES

Negotiation: Can negotiate skillfully in tough situations. Understands customer's business and presents solutions to business risks and opportunities ensuring the customer sees the link to Radware's value proposition. Positively influences client behavior throughout the decision process. Can win concessions without damaging relationships; Can be both direct and forceful as well as diplomatic; Gains trust quickly of other parties to the negotiations; Is comfortable discussing money and ROI, drives customer to action. Constructive tension with customer

Challenger: Worked with Companies that were challengers in the market. Proven ability to win new business in that environment and grow the territory base with existing and new customers. Ability to articulate solution and product differentiation. Teaches for differentiation. Can articulate differences in multiple levels and scenarios vs. our competition. Can explain the value of this differentiation to the customer. Knows customer value drivers, creates a customer centric value proposition

Hunter: Focused on closing deals with new clients/projects. Can be counted on to exceed goals successfully; Is constantly and consistently one of the top performers; Very bottom-line oriented; Steadfastly pushes self and others for results.

Self-sufficient: Can create his/her own pipeline by prospecting, through its connections in the territory with the system integrators, customers, channels and capabilities to organize small marketing seminars, customer events etc.

Self-Reliant: Pursues everything with energy, drive and a need to finish. Strong personality. Navy Seal attitude, takes decisive action, fears nothing. Disciplined.

Functional/Technical Skills Picks up on technical things quickly; Can learn new skills and knowledge; Is good at learning new industry, company product and services and technical knowledge. Basic networking background. Knowledge of TCP/IP and routing protocols. Previous background in selling networking, network security, analytics & monitoring is preferred.


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