🌍Genetec - Protect the Everyday
We are a global Canadian company with a broad solutions portfolio that encompasses security, intelligence, and operations. We serve customers within a wide range of industries including transportation, education, and government. At Genetec we embrace open communication, creativity, and continuous learning to allow everyone to flourish in their own unique career paths.
Our network, of over 1800 people globally, is made up of diverse individuals who are passionate about their work and open to trying new ideas. We prioritize the success and well-being of our employees, proven by our 2022 Internal Engagement Survey results of 4.4/5.
Discover Genetec's work environment and lively culture in this video - here.
The Position
The Regional Sales Director is responsible for the development, further expansion, and change management of the market share in the UK & Ireland regions. He/she not only develops and manages sales and relationships with existing and prospective end customers, consultants, integrators, dealers, and technology partners in the territory but also leads and manages change initiatives that align with evolving market conditions and business goals.
Within his/her responsibility to further develop the market, the RSD builds and implements the territory strategy to increase Genetec existing business on the assigned market and territory. The main responsibility is to increase revenues from working with channel partners and end users and ensure coordination with our offices in Paris and Montreal.
Roles & Responsibilities
- Develop strategies, plans and programs to grow Genetec’s revenues for all product groups in the assigned markets, with a particular focus on Security Center SaaS.
- Manage operations to meet revenue and quality targets, ensuring the regional team is equipped to handle transitions in delivery and customer requirements
- Provide day-to-day leadership to the regional team of high performers.
- Manage market reporting, forecasts and achieve quotas.
- Prospect and pursue opportunities in the assigned territory, with a particular focus on SaaS solutions.
- Engage directly with end users, systems integrators, A&E consultants, and governmental authorities involved in planning, purchasing, and implementation, while leading change efforts that support SaaS adoption.
- Discover and track opportunities, follow up and distribute leads to channel partners. Identify customer needs, respond to RFIs, RFQs, prepare quotes and write proposals. Update and maintain data in CRM system.
- Assist and guide sales team members in establishing contacts and positioning Genetec in their respective territories on specific accounts in the assigned market(s).
- Keep sales teams informed of account activity, market trends, and opportunities, particularly related to SaaS, ensuring they are equipped to manage customer expectations and emerging needs.
- Engage with end users and others within the ecosystem to uncover product needs and potential points of differentiation. Shepherd those requirements internally by developing “buy-in” from within the organization.
- Work with the Marketing Communications group to set priorities for the market as it pertains to promotion plans, specialized collateral, marketing campaigns and identification and planning of key industry events.
- Work with the product marketing group to ensure that requirements for the targeted segments are understood, considered and part of the new product planning process.
- Provide information on competitors on the territory and contribute in establishing competing tactics and strategies.
Requirements
General criteria
- 10+ years Sales/Management experience in the Physical Security and/or Software industry
- Ability to establish, and foster, strong relationships and credibility with customers, integrators, consultants
- Ability to thrive in a complex sales environment
- Team player with a proven record in managing people
- Demonstrable business acumen and technical disposition
- Strong leader with local, C-level contacts
- Self-starter with an entrepreneurial approach
- Prepared to travel within the region (60%+ travel is expected in this role).
- Fluent in English, additional European language considered an asset
Technical expertise
- CP/IT technology understanding and networking expertise
- Previous SaaS product experience
- Roll-out/implementation, related change management
- Ability to conceive, implement, and manage complex solutions for global systems
