Sales Team Lead

Job ID
2017-20135
NL-Vianen
Country
Belgium

Overview

Discover Trend: Since 1988, Trend Micro has been an internet security pioneer tackling an expanding malware landscape. When you join Trend, you join a unique global family with more than 25 years of history, marked by an entrepreneurial spirit and vision that has assured our products are always on the cutting edge in a very competitive field.

 

Discover You: At Trend, we are always looking for top talent. We hire capability 1st, and you will work with the best. When you join us, you have direct access to any level, and freedom to make an impact and influence. We expect leadership, not management. With Trend Micro, you drive your own development. We encourage thought leadership and advocate internal opportunity. Trend is like nowhere else. We embrace all of our differences and are motivated by challenge. We’re not just all about the money. You are recognised for your passion to succeed, and can be the best part of yourself here.

 

Discover your next career opportunity with Trend Micro the leader in IT Security Software.

 

Mission:

The mission of this role is to create a leadership position for Trend Micro in the enterprise market in The Netherlands and to double the revenue to approx. €20 Mio in the coming 2 to 3 years. We possess a strong position in the mid-market which needs to be maintained, while our penetration in the top-50 of the market needs to be increased. Outcomes

 

The most important results we expect from you are:

• Achievement of the commercial targets
• Realization of the desired market position in the enterprise segment
• A successful, performing and collaborative sales team
• The right market coverage for the Netherlands region

The Responsibilities

  • Drive the right sales behaviour, from an activity level, over an accountability level, all the way up to the desired performance level
  • Drive, follow up and discuss sales activities and pipe line development and progress using SFDC
  • Stimulate, monitor and guide the execution of the sales process steps
  • Have regular meetings with your sales team and individual sellers to monitor and drive execution of the sales plans and review planned actions and next steps Ensure each team member is living up to the expectations of the organization and continuously execute on the required actions and initiatives
  • Help team in overcoming challenges in their job to driving and delivering the expected sales results for all account managers, all territories, all verticals and market segments
  • Be in the front line with the team at customers/prospects to translate Trend Micro’s key strategic selling points
  • Give management pro-active feedback to Regional Director on relevant topics impacting goal achievement
  • Perform regular performance and progress update sessions with the individual team members
  • Team and collaborate with technical and channel peers in order to align and create synergies for better sales results
  • Actively engage with local marketing to drive initiatives that are focused on the strategic initiatives for the Netherlands
  • Initiate sales activities / strategies that help drive team performance and results
  • Work closely with remote sales support teams

 

You Are

  • Determind - never give up, just do it!
  • Passionate, driven and a high Emotional Quotient
  • Entrepreneurial, pro-active, take initiative
  • Positive, can-do mindset: focus on the opportunity, not the problem
  • Work autonomously and take full responsibility for results
  • Accountable and focused on keeping others accountable for their contribution to the success of the team
  • Quickly earn the respect and trust of the team
  • Strong communicator, both internally as externally
  • Capable of recruiting and building your own strong team
  • Able to motivate and inspire people and have them follow you
  • Continuously stimulate and challenge people to not accept the status quo
  • Not afraid to have difficult discussions and manage behaviour
  • Understand the value of coaching and possess strong coaching skills
  • Spend most of your time developing and supporting your team
  • Easily collaborate and stimulate collaboration and teamwork
  • Enthusiastic networker, relationship builder and good listener

 

You Have

  • Experience in managing and leading a sales team
  • Heavily focused on driving the right behaviour
  • Track record of overachieving sales targets
  • Experience in selling Enterprise IT software solutions in a competitive environment
  • Experience in and able to handle high value, complex deals over a long sales cycle
  • Have access to a strong network in corporate IT and sales
  • Experienced in solution and value selling
  • Understands the potential and maximizes the opportunities of working with an indirect channel leveraging power of distribution, resellers and SI’s.
  • Monitors evolutions in local market environment and assesses potential impact on sales strategies
  • Strong knowledge of the enterprise business landscape with focus on top 200 and government/healthcare segments
  • Awareness of the IT security landscape, actors and competing offerings
  • Strong network in the IT (security) landscape

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