Senior Google Cloud Security (GCS) Sales / AM

Johannesburg, Gauteng
Permanent
Full-time

22 days ago

Main PurposeOverviewAs a Specialist: Senior C2 Account Manager (GCS) you will have the opportunity to drive digital technology transformation in partnership with your customer, to achieve both C2 Direct and customer business outcomes. Leveraging your large, multi-functional team across the breadth of the C2 solutions portfolio, engage at the most senior levels of your customer and bring industry-relevant solutions to help the customer adopt and embrace digital technologies. With a proven history of driving growth in market share, achieving sales targets, customer obsession, and partner collaboration, this role will give the opportunity to leverage your extensive customer network and sales experience to execute against your customer's account plan.ResponsibilitiesCustomer Advocate - Develops and oversees the execution of account plan(s) to ensure C2 revenue targets and customer outcomes are met. Engages with internal and external stakeholders on business planning, to promote mutually beneficial customer digital transformation strategies. Orchestrate full customer team across all areas of C2 to ensure we are focused on delivering customer outcomes across the customer lifecycle to build deep trust with C2. Industry Relevant Trusted Seller - Proactively develops a strong understanding of the customer's business, industry priorities to drive new business opportunities/ drive growth/net new business. Advocates on behalf of the customer internally, ensuring requests and needs of assigned accounts are being addressed. Deliver Sales Excellence - Leads and orchestrates extended virtual teams across our solution areas to consistently achieve growth in revenue & market share. Industry Knowledge - Builds and maintains a strong knowledge of customers' industry, associated business strategy, and key industry partners and solutions. Gains deeper insights and knowledge through direct engagement in their customers' business and operations.Key Performance AreasSales

Assist Account Manager in there vertical segments in all C2 to identify, scope, present and sell complex Cloud and Cybersecurity solutions.
Run customer-facing presentations on C2 products, services and propositions.
Engage and develop C-level and senior management customer contacts in various roles - technical, commercial, operational etc.
Provide thought-leadership to customers through regular engagement and workshops.
Lead customer discussions with on the technical solution design.
Assist Account Managers in assessing cost requirements to compile the commercial proposition.
Define proof of concept or trial/pilot programs with key success criteria in agreement with the Account Manager and Customer.
Win customer confidence in personal abilities and the professionalism of C2.

Documentation and Reporting

Document customer requirements in standardized format.
Evaluate the customer's technical infrastructure with which solutions will be integrated.
Define solution training requirements, build and lead customer 'train the trainer' programs.
Communicate solution benefits with a business case and return on investment
Produce presentations as required for customer engagements.
Maintain an up to date pipeline of opportunities on Salesforce.com
Track progress towards KPIs.
Report monthly on the status, blockers and next steps of top projects.

Collaboration

Coordinate with internal Product Development
Coordinate with external solution suppliers
Engage with C2 internal departments to confirm that the proposed solution can be delivered and supported.
Assess the customer satisfaction of the solution, capturing lessons learned and sharing these with the appropriate teams to drive improvements.

Training

Learn and maintain in-depth knowledge of C2 products, services, solutions, propositions and capability.
Develop and maintain competitive knowledge on industries and products to leverage in the sales cycle to the executive suite.
Collaborate with the marketing team on sales strategy and optimization.
Upskill the strategic vendors products and solutions i.e. Microsoft , AWS , Google , Cloudflare

Key Decisions:

Decides on technical solutions as scoped with customer
Decides on vendor that best suits the customer solutions
Decides on appropriate existing partners to be used in development of appropriate solution

Accountable for:

Accountable for managing a portfolio of opportunities with a specified Total Contract Value.
Accountable for Primary technical contact within your vertical segment

Formal Qualifications RequiredRelevant 3-year degree EssentialJob Related Experience RequiredAt least 3 years pre-sales experience in selling cloud solutionsJob Related Knowledge Required

Customer obsessed, displaying exemplary customer relationship management, negotiation, and focus on customer needs.
Interested in and inquisitive about innovation and technological trends.
Ambitious and courageous - focus on helping to win large bids and growing company lead in the market
Singular focus on designing solutions which can be delivered quickly/effectively to the customer, shortening the bid lifecycle
Ability to re-use standard solutions/technologies to reduce costs and improve customer experience.
Be easy for customers to deal with, displaying flexibility and pragmatism.
Excellence in communicating progress, pro-active in addressing issues, trusting in a virtual team.
Knowledge of C2 (with a key focus on GCS)

Job Related Skills Required

Experience in a cloud or cyber security business environment.
In-depth knowledge of Google Cloud Security
Base skills in consultative selling and influencing; unlocking the opportunity based on customers' business requirements.
Financial Acumen (e.g. ROI model generation, understanding of CAPEX/OPEX trade-offs).
Team player, strong influence and relationship management.
A self-starter with a determination to succeed, balanced with appropriate tact and diplomacy.
Strong communication and presentation skills.
Decision making skills - ability to balance conflicting interests.
Google cloud certifications - foundational and associate at minimum incl. Security certifications

The Focus Group

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