Sales Specialist (Account Manager)
Sales
Bangalore, Mumbai or New Delhi, India
Imperva, a Thales Company is a pioneer and leader in business security solutions for critical applications and high-value data. Thousands of the world’s leading businesses, government organizations, and service providers rely on Imperva solutions to prevent data breaches, meet compliance mandates, and manage data risk.
The Thales CPL Named Account Security Specialist will play a vital role in the growth and market penetration of Thales CPL industry-leading security solutions in our top accounts. In this role, you will function as a sales expert in Data and Application Security, leveraging your product and industry knowledge to help attach Thales CPL solutions to our customers most critical business outcomes. By leveraging your key existing relationships and those of the greater Thales CPL organization, you will demonstrate enterprise sales skills that allow you to function as the primary resource for the sales team as you identify, qualify, position and close new opportunities for Thales CPL solutions. You must excel at solution-based sales techniques and demonstrate an ability to partner with the territory sales teams to strategize and execute team-based selling strategies. This is a complementary role to our field and sales engineering teams, and you must be comfortable in a complex Channel-first selling environment.
Key Area Responsibility:
- Aligns with Top Accounts at Global and Region Level
- Maintain 100% Engagement model at the Account level (not sales territories)
- Focused on supporting Top Account Sales Teams to:
- Grow Thales CPL mindshare, cross pillar revenue and share of wallet within a set of Top Accounts
- Outline a Cross CPL Pillar Vision at Executive Levels w/in a set of Top Accounts
- Demonstrate CPL ”Better Together” Stories (T Data + I Data) at Executive Levels w/in a defined set of Top Accounts
- Align a CPL Architectural Model to a clients Global Security Strategy
- Help Develop and Execute on a Global Account Strategy to grow overall TCV of the account
- Provide Product and Solution SME to support the Top Account Strategy
- Deliver Global Consistency in Messaging for CPL Top Accounts
- Showcase most critical Business Outcomes with the client's decision makers
- Align Business Outcomes with specific use cases
- Partner with OCTO and SE teams to “bring use cases and business outcomes to life”
- Convert Client Interest to Desire at a more rapid pace
- Construct innovative commercial models/Enterprise Licensing Agreement addressing customer’s security outcomes.
- Partner with Key SI/SO (Accenture, Capgemini, DXC, Infosys, TCS), Consultancy (Example the Big 4 – PWC, EY, Deloitte, KPMG) to increase share of Wallet for Thales CPL
- Working cross-functional with AEs, SEs, PSO, CSMs, Renewals, Growth partners etc to ensure customer success and positive growth on NPS.
- Develop and maintain (with the Account Team) a multi-year strategic account plan for the Top Account to meet or exceed customer objectives as well as Thales sales goals. Revise the plan to match changing account priorities.
- Take a leadership role within Thales to execute the plan
- Articulate both Thales and Top Account value propositions to C-Level management within both Thales and the Account
- Create a Quarterly Business Review cadence with the Top Account sponsors to track our progress against the overall plan
- Maintain regular communications with the core sales teams and extended teams across all Thales pillars, through regular team calls and online collaboration.
- Facilitate regular progress meetings with key customer execs and sponsors to validate our progress and plans
- Obtain input and participation from the assigned Thales Executive Sponsor for the account on a regular, scheduled basis.
- Build relationships with the customers executive team, earning a reputation as one of the Customers trusted business advisors.
- Demonstrate a high level of business acumen and thorough understanding of the customers business, organization, strategy and financial position.
- Navigate Thales to identify, acquire and coordinate a team of critical resources to address customer needs.
- Integrate Imperva/Thales in front of the customer providing a “Better Together” strategy for the customer.
- Conduct weekly progress meetings with the core sales team to make sure we are executing the planned strategy
- Drive engagement between customer key execs and CPL Executive sponsors (Twice a year minimum).
- Ensure participation of customers in the customer Advisory board
- Drive the overall vision of CPL through EBC program
Minimum Requirements:
- Minimum of 10 years experience selling into large Enterprise Accounts.
- Results-Driven: Ability to meet revenue targets and other KPIs.
- Maintain a high level of ethical conduct. Trust is critical in client relationships, and ethical behaviour is fundamental.
- Must be adaptable. This includes being open to change, staying current with industry trends, and adjusting strategies as necessary.
- Large Account Management Skills:
- Ability to work across large enterprises, pulling together different client teams & contacts
- Ability to coalesce a cross functional team and lead to a common outcome
- Ability to build, update and execute Enterprise level Account plans.
- Desire to Cross Sell CPL & Imperva Capabilities and align them with the clients’ “Big Picture” Strategic Vision
- Desire to position a Architectural Solution that ties to multiple business outcomes (i.e Cloud Modernization Strategy)
- Deep Knowledge of customers competitive environment (IBM) and ability to displace based on business value (not just technical value)
- Develop and execute the pursuit strategy through exceptional leadership, experienced deal acumen, broad commercial savviness, and a strategic mindset to properly position Thales strongest mutual value proposition to the client to win new business opportunities.
- Builds win-win business cases based on intimate understanding of client goals/objectives, competitive landscape, and Thales expected returns to balance competing interests (pricing, discounting, timelines, etc.)
- Deal Structuring Skills:
- Comfortable leading large scale strategic business transactions
- Experience in developing Enterprise License Agreements
- Provides leadership in the design, development and execution of pursuits, obtaining comprehensive pursuit knowledge to make informed recommendations and decisions
- Communication Skills:
- Present and communicate clearly the business plan to key Executives within customer IT & Security teams and internally to key Executives within CPL.
- Aptitude for leading an Architectural based discussion and tying that to a clients strategic vision
- Provides leadership, coaching, and mentoring across all team members executing against the pursuit process
Our Company:
Imperva is an analyst-recognized, cybersecurity leader—championing the fight to secure data and applications wherever they reside. Once deployed, our solutions proactively identify, evaluate, and eliminate current and emerging threats, so you never have to choose between innovating for your customers and protecting what matters most. Imperva—Protect the pulse of your business. Learn more: www.imperva.com, our blog, on Twitter.
Rewards:
Imperva offers a competitive compensation package that includes base salary, medical, flexible time off and more. It’s an exciting time to work in the security space. Check out our products and services at www.imperva.com and career opportunities at www.imperva.com/careers
Legal Notice:
Imperva is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, ancestry, pregnancy, age, sexual orientation, gender identity, marital status, protected veteran status, medical condition or disability, or any other characteristic protected by law.
#LI-SJ1
#LI-Hybrid
#LI-Hybrid
