> 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 > Director > Era Associates > 01392 218100 / 07974 714 727 > >
