Channel Account Manager for Southern Cone

ÜBER UTIMACO

Utimaco ist ein international tätiger Anbieter von professionellen IT-Sicherheitslösungen mit Sitz in Aachen. Seit 1983 entwickelt Utimaco Hardware Security Module und Compliance-Lösungen für Telekommunikationsanbieter im Bereich der Regulierung. In beiden Segmenten ist Utimaco ein weltweiter Marktführer. Dem Unternehmensziel, Menschen und Ideen zu schützen, haben sich über 200 Mitarbeiterinnen und Mitarbeiter verschrieben. Kunden und Partner von Utimaco schätzen die Zuverlässigkeit und die langfristige Investitionssicherheit der Utimaco-Sicherheitslösungen. Utimaco steht für anerkannte Produktqualität, Bedienerfreundlichkeit, exzellenten Support und ein marktgerechtes Angebot, hergestellt in Deutschland.

Zur Verstärkung unserer Corporate Unit suchen wir ab sofort am Standort Mexico einen:   

Channel Account Manager for Southern Cone

Deine Aufgaben:

  • Develop sales activities making sure that the key value messages from Utimaco are transmitted in an effective way in order to ensure the sales goals within the territory assigned.
  • Recruit and enable new channels (VARS, Resellers, System Integrators) to drive net new business.
  • Create joint business plan for effective go to market with channel partners to drive pipeline. 
  • Responsible for pricing the offer and work with the customer in any discount, promotion or special program that will help close the deal.

  • Responsible for channel and customer contacts and relations.

  • Participate in necessary training of product, tools and resources and operate within the Utimaco processes and approved procedures.

  • Be involved in marketing program to transmit the key sales messages.

  • Presentations and Demonstrations: Carry out effective presentations and demonstrations of the product or service for Channels and customer accounts, in collaboration with the pre-sales, marketing & professional services team and highlighting its added value.

  • Performance Analysis: Monitor and analyze account performance, using data to adjust strategies and improve results.

  • Contract Negotiation: Lead contract and agreement negotiations with key accounts, ensuring favorable terms for both parties. Before to deliver the contract with the legal team.
  • Forecast management and pipeline generation.  Drive pipeline to 2.5-3X of quota target.
  • Participate in conferences as speaker of Utimaco.
  • Needs to reside in Chile, Argentina or Brazil.

Dein Profil:

  • 3-5 years’ experience in selling Cybersecurity solutions, having the right skills and knowledge to make sure he/she will perform the obligations and responsibilities of the position.
  • Engineering or business degree, or a combination of both.
  • Knowledge on Sales Force, Cybersecurity, and key IT tools.
  • Knowledge of cryptography applied to critical business processes.
  • Knowledge of critical business processes in the Southern Cone market. region.
  • Proven business development in South Cone countries: Chile, Argentina.

  • Ability to identify and close opportunities
  • Organization and planning
  • Ability to coordinate and efficiently manage resources
  • Teamwork
  • Excellent verbal and written communication skills, as well as presentation skills. Fluent in Spanish, intermediate English, Portuguese is a plus.
  • Experience in leading and monitoring RFPs.
  • Problem-solving attitude

Wir bieten Dir:

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