At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
Gigamon seeks a motivated individual to fill the position of Account Manager – Germany – Public Sector As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, who can use his or her direct sales talent to expand adoption of Gigamon capabilities. Duties also include development of business strategies and solutions for complex and multi-faceted customer problems, and internally provide advice to support the overall growth strategy for driving Gigamon’s business activities in Germany’s public sector.
What you will do:
- Develop, manage, and grow existing customers while adding new ones to improve the region.
- Be responsible for the sales of company’s products within an assigned geographic territory and within an assigned group of named accounts within the region.
- Achieve sales budget by the growth of existing accounts and the development of new accounts
- Maintain database of customers.
- Document interactions with customers in Salesforce database
- Use available resources to develop effective sales calls. These resources include opportunities identified by previous sales calls, invoices, Tech Service cases, online seminar attendees and sample requests
- Sell new and existing products, discovers new opportunities, and secures incremental business
- Explore, identify, and communicate potential opportunities with the Regional Business Managers and Product Managers
- Consistently perform effective sales calls throughout the assigned territory and close new business opportunities
- Attend trade and vendor shows and meetings as required
- Provide timely communication and follow-up to customers, consistently meet the customers’ expectations
- Provide pertinent market and competitive information to the organization
- In collaboration with Product Managers, develop short and long-range strategies for product expansion; assess potential application of the company products to meet customer needs and prepare detailed product specifications for the development, implementation, and customization of customer solutions
- Collaborate with Product Managers on presentations, product demonstrations, and on-site customer visits
- Represent Sales group on cross-functional team interfacing with R&D (Research & Development), production, and manufacturing to develop new products or enhance existing products or product lines
- Research and analyze the territories and the company’s markets, competition, and product mix; make presentations on new and existing products to current and potential customers
- Provide innovative problem-solving approaches to enhance organizational capabilities; use peer network to expand technical and sales capabilities and identify new sales opportunities
- Devise innovative approaches to problems encountered, share approach with Regional Business Managers
- Use a wide application of complex principles, theories, and concepts in the specific field
- Create opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
- Assist in providing training to lower-level Sales staff
- Other duties as assigned
What you have done:
- 10+ years of direct selling experience in Network Security and/or Networking space.
- Bachelor's degree in business, CIS, or related field preferred.
- Hold a track record of success as “rookie of the year,” President’s club, YoY attainment of quota.
- Experience with Salesforce. Disciplined around forecasting.
- Background in sales engineering, or training in CS, IT, EE a plus
Who you are:
- Advanced level of specialized knowledge, with record of sales success; expert in the field
- Possess excellent consultative, solution selling skills and can present to all levels within organizations.
- An exceptional communicator and presenter
- Reside within the region and have established relationships with local major accounts and channel partners.
