Channel Account Manager for Southern Cone

ABOUT UTIMACO

Utimaco is a worldwide supplier of professional cyber-security solutions and is based in Aachen, Germany. Since 1983, Utimaco develops hardware security modules and compliance solutions for telecommunication provider regulations. Utimaco is a world-market leader in both segments. Customers and parters of Utimaco in all parts of the world trust the company's long-term, proven reliability and investments protection, as well as its many certified IT security standards. Utimaco stands for recognizes product quality, user-friendly software, excellent support and trusted high security-made in Germany. 

To further strengthen our Corporate Unit we are looking for a:   Channel Account Manager for Southern Cone

Your tasks:

  • 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.

Your profile:

  • 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

We offer you:

DO YOU FEEL ADDRESSED?

Then we look forward to receiving your detailed application stating your earliest possible starting date and your salary expectations.

Apply