FW: IT Security Government Business Development Manager(EMEA)

> Hi
>
> My client is looking for a IT Security Government Business Development
> Manager(EMEA) for this IT Security Software Company.
> Looking to pay 100k sterling base + ote
>
> Overall Purpose
>
> Based in Europe and reporting directly to the CEO, the Government Business
> Development Manager (EMEA) will be responsible for successfully
> positioning of Identity Management security software infrastructure
> as the recognized de facto standard for all Government security
> applications. They will be responsible for ensuring maximum revenue growth
> of the company's products within the Government, Defense and Intelligence,
> Immigration, Travel and Transport markets throughout Europe and Asia
> Pacific.
>
>
> Duties/Responsibilities:
>
> * Responsibility for growing the Government market through direct and
> partner channels.
> * Full management of individual sales process, including account
> qualification, bid/no bid, responsible for uncovering business
> opportunities directly, and closing the deals.
> * Develop strategic relationships with key System integrators.
> * Working closely with the CEO and internal sales and technical teams
> to devise short and long term sales strategies and plans.
> * Working hand in hand with customers to define their requirements and
> continuing involvement to ensure successful implementation.
> * Work closely with all other sectors of the company to ensure maximum
> leverage of resources.
>
> Key Skills and Experience
>
> * Proven commercial success (at least 7 years) selling to Government
> Agencies, direct and/or through large system integrators with two or more
> employers. Proven and consistent over achiever - earnings proof required.
> * Experience selling complex, mission critical enterprise software
> into an emerging market and innovatively creating real market penetration.
>
> * Excellent understanding of Government market, philosophy and
> procurement, role and experience of political and lobbyists influencers
> * Experience in regulated environments
> * Prior experience working with channel partners and system
> integrators. A thorough grasp of the system integrator/software product
> vendor working relationship is vital. A track record of success driving
> software sales through the integrator channel is a pre requisite. High
> level contacts in key system integrators, credibility and respect within
> community is essential.
> * High level contacts in a broad number of customer agencies in
> Government, including contracts offices, appropriation committees
> * Well rounded individual who can drive sales process from cold
> calling to structured lead generation, tracking and managing sales
> pipeline, management reporting and execution, client and SI relationship
> management
> * Ability to think and act strategically whilst maintaining a
> pragmatic commercial perspective.
> * Strong influencing style and executive presence; articulate and
> confident.
> * Development of presentation and trade show materials.
> * Highly committed, energetic, determined and "win-win" mentality
> * Security Clearance Preferred
>
> Qualifications
>
> * Degree required, MBA preferred.
> * Sales training including Consultative Selling
>
> Bruce Baer
Received on Thu Jul 17 15:55:31 2003