RSM (Southern Europe)
Fortanix, France
Job Description
Fortanix is a data-first security company that is approaching cybersecurity in a different way. We protect the data firstwhich means regardless of the continued perimeter-based breaches, customer data is protected, along with business operations and reputation.
Whether organisations are trying to grow revenues, reduce operating costs, enter new markets or adopt new technologies, such as AI, for competitive advantage, data is at the core of all business strategies. Protecting dataenhances the ability to collaborate together, fulfil requirements, analyse and plan future paths, resulting in your business, your teams, customers and partners, to safely be more knowledgeable, loyal and successful.
Traditional security approaches fall short to adequately protect company data, therefore the data first approach to defend against continuing cyber threats, ensure agile data security, and accelerate compliance with established regulations and industry standards is vital.That's why at Fortanix, we believe security starts with your data, whether in use, in transit or at rest - protecting our customers from the inside out.
Role Description
The RSM for Southern Europe owns the responsibility for the pipeline growth, sales execution strategy and management of the Fortanix Cybersecurity Solutions into the enterprise customers across the region. You will be responsible along for building a strong sustainable business achieving ARR bookings targets, building pipeline, managing the sales forecasting process, and building a brand around our solutions within your territory. Knowledge of the cybersecurity market is essential and you must have a track record of success experience in building and driving a sales business
Requirements
Key Job Responsibilities
- Accountable for achieving ARR bookings targets for Fortanix solutions
- Participate in a weekly forecasting process to provide visibility to Fortanix leadership of sales pipeline growth and ability the to achieve ARR bookings targets, as well as upside and downside risks to achieving target bookings
- Identify high propensity customers and lead sales engagements
- Collaborate and build positive relationships within Fortanix to ensure comprehensive engagement to maximise the addressable market opportunity across our business and with our customers
- Consultative sales experience especially around the adoption of cybersecurity solutions into Enterprise customers
- As an RSM for Southern Europe travel across the region is expected (approx. 70%)
Required Skills
- 7+ years of sales experience in the IT industry, within the Enterprise Cybersecurity software sector
- Proven track record of new business enterprise acquisition sales success
- Experience managing pipeline growth, ARR booking quota achievement and delivering accurate forecasts
- Proven ability to drive individual attainment as well as support partner sales teams to deliver both short and long-term results
- Demonstrate success in delivering success in a high growth scale-out business
- Experience and success in working with start-up organisations and/or working for a challenger brand
- Ability to articulate and evangelise the value of cybersecurity solutions to C-Level and below
- Experience with supporting the GTM for new product introductions
- Strategic thinker with the ability to drive tactical sales
- Strong sales and customer relationship skills
- Experience of working across Southern Europe
- Currently reside in the EU and have a valid work permit
Preferred Skills
- Self-starter who takes initiative and works with limited direction
- Experience managing complex deal shaping (software, services, partner, customer etc.)
- History of strong relationship building with customers
- Proven ability to work effectively with and across all levels of business and security contacts within very large and complex organisations
- Highly trusted individual who maintains and expects high standards for self and team