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Business Development Lead for EMEA region (SMB & MSP segment)

ESET, Bratislava
Employment type: 
Full time
Management, Negotiation skills, Business development, Planning, Strategy, Consulting, Flexible, Negotiation, Operations, Presentation, Responsible, REST, Sales, Software

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Business Development Lead for EMEA region (SMB & MSP segment)

Business Development Lead for EMEA region (SMB & MSP segment)

Job posting title

Business Development Lead for EMEA region (SMB & MSP segment)

Job summary

We offer job that does not give space to rest on your laurels. Job that matters, makes impact and is responsible for whole EMEA business development. We need you to be seasoned in indirect channel sales and more than familiar with IT software business. We give you our know-how, support, and space for own ideas. Interested? Read on and let me know about you right away.

Job description

There are four key areas you will cover at this position:

1. Segment planning and performance monitoring/evaluation (Short term / Yearly segment planning and execution)

* Plan, report and monitor segment sales performance in SMB & MSP segment, analyze reasons of under/overperformance with countries, challenge and propose corrective measures

* Adapt global go-to-market strategy for SMB & MSP segments in EMEA and its execution

* Cooperate with Global teams, EMEA regional offices, partner’s teams and Territory Sales managers in SMB & MSP related tasks and topics

2. Segment Sales development (Short-Mid-term segment development)

* Develop sales and business of SMB & MSP segments in EMEA

* Assess and prioritize business opportunities related to direct or indirect channel of sales for SMB & MSP segments

* Create, maintain and execute sales programs and activities on pilot markets in EMEA to maximize revenues

* Define and monitor KPIs for sales programs and activities and evaluate results, participate on business cases for each activity

* Perform presentations and webinars about sales strategy, direction, programs, activities for offices and partners in EMEA

* Coordinate mapping of market and customers’ requirements for new product version and services

3. Overall Segment strategy consulting

* Participate (Consulting role) on mid-long-term segment strategy definition  

* Represent and drive strategic sales initiatives within segment team

4. Building Segment and Market Expertise

* Identify new direct and indirect sales opportunities in SMB & MSP segment

* Develop a deep understanding of ESET business operations, including internal processes, functional group strategies, and competitive context

As a seasoned specialist you:

* Have at least 4 years of sales experience in IT software business being part of indirect channel:

  • Side of vendor: you managed indirect sales channel as TSM
  • OR
  • Side of distributor: you were responsible for management of distribution/sales network sales/ customer acquisition at MSP
  • OR
  • Side of reseller: you sold to end customer; you were responsible for sales/ customer acquisition at MSP

* Speak fluent English and other languages are an advantage

* Have good knowledge of IT security products

* Can work in a fast-paced, high-pressure environment yet you maintain creative and strategic thinking

* Have strong presentation and negotiation skills

* Are data-drive and analytical

* Should be flexible and willing to travel

Position is a cover for maternity leave

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