Senior Director - EMEA Presales.

Stimulating. Motivating. Challenging.

Location: Cheseaux, Switzerland

Mission

We are looking for a strong leader who enjoys working in a high-paced sales environment serving medium and large enterprise senior cybersecurity executives, including CISOs and CTOs. Kudelski Security has experienced a large amount of growth in the EMEA region. Now, we are ready to transition our EMEA presales and sales support organization into a new model that will best support the high volume and geographic growth of our opportunities in cybersecurity.

Your mission will be to architect and transition an existing presales organization into efficient teams that can support the technical and administrative tasks required to work sales opportunities in EMEA. You will direct multiple functions, including presales, proposal management, and bid management, to ensure our EMEA sales team is armed with the best technical guidance, messaging and proposals to support Kudelski Security offerings. Kudelski Security is expanding its markets to new locations in France, Germany and the UK, and we are looking for a senior resource to help shape our sales support organization’s strategy to ensure our success.

If you:

This could be the position for you.

Your responsibilities will be to

• Evaluate the current EMEA sales support structure and personnel to identify strengths and opportunities for improvement
• Propose an organizational structure that will increase our success in responding to and closing opportunities EMEA.

• Be responsible for the overall operations of the EMEA sales support organization, and working with stakeholders to validate performance.       Stakeholders include the sales, integration, and delivery organizations.
• Define and report on key performance indicators that measure the success of the EMEA support organization
• Set the hierarchy of the EMEA sales support organization to ensure proper leadership, mentorship and oversight of the teams.
• The current function of the EMEA sales support organization includes:
• Sales Engineers – Responsible for technical client relationship building, technical expertise, and opportunity scoping.
• Proposal Management – Responsible for generating proposals and SOWs for client opportunities that combine technical input with templates, managing proposal resources including templates and standard content, and proposal quality assurance.
• Bid Management – Organization and management of RFP responses, including coordination with all necessary business units.
• Technology Purchasing – Generate vendor quotes, BOMs, and manage vendor technical relationships.
• Solution Architects – Technical experts that provide specialized expertise. This includes assistance with complex deals, RFPs, and solution sales strategy.
• Interact with clients from the technical to the C-Level range, including: pitching and demonstrating our technical solutions to potential customers and leading technical discussions with clients
• Judge the technical merits of new opportunities and RFP requests from sales against company capabilities

You have a

• Minimum of 3 years of experience managing a sales support organization with team members across Europe, preferably with both technical and administrative responsibilities.
• Minimum of 10 years of experience in a technical field, either as sales or a delivery resource, with a minimum of 5 years in a role with proven success in European customer facing experiences.
• Very good understanding of cybersecurity industry forces and trends
• Good knowledge of security commercial solutions (network, application, endpoint)
• An excellent understanding of sales lifecycle processes
• Experience architecting technical solutions containing multiple product offerings

You are

• Used to taking the lead and have strong leadership and mentorship capabilities
• Excited by the prospect of restructuring a team to meet your vision for a successful EMEA presales organization
• Pride yourself on delivering on time, meeting key milestones and monitoring progress of work
• Motivated by gaining the trust and respect of the customer and able to quickly understand the customer’s business and provide guidance accordingly. This includes being committed to finding solutions to key client problems
• Passionate about learning new technology and how it applies to customer challenges, as well as being curious and eager to build up and maintain an in-depth knowledge of our products and services portfolio.
• Able to produce quality work at all times and under tight deadlines
• Very capable of working with others to enhance work processes, structures and revenue as well as addressing services issues and implementing improvement opportunities
• Flexibility to travel, around 20% of the time, in customer premises in Switzerland / Europe

Qualifications

• Bachelors in engineering, computer science, IT management or equivalent
• Masters degree, MBA or equivalent a plus
• CISSP, CISA, CISM, ISO 27001 certification a plus
• Technical writing skills in English required.

Languages

• Fluent English required.
• French, German or Italian are a strong asset

Join us and be part of a rapidly growing company with locations in Switzerland and the United States and who leverages their unique history of innovation and engineering with a pragmatic view of client security. We adopt a different approach to cybersecurity and help change the security paradigm. When you join us, you'll be part of an industry leader that has a tremendous impact on how our clients approach Cybersecurity strategy.

If you love the challenge as much as the rewards and are ready to take your career to the next level, apply today. 

Reference: 11323
Publication Date: 21-11-2019