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SECURITYFOCUS JOBS - NEW OPPORTUNITY
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JOB DESCRIPTION
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Position: Sales Representative
Location: Seattle, Washington, United States
Type: Permanent F/T
Closing Date: 2005-08-12
Actual Job Title: Territory Manager, Seattle
Websense, Inc. (NASDAQ: WBSN) is the global leader of web filtering and a
premier provider of web security software. Recently recognized as one of Forbes
Magazine’s 2004 “Top 25 Technology Companies”, Websense provides
solutions trusted by more than 20 million employees worldwide ranging in size
from 100-person organizations to multinational corporations. Websense products
increase employee internet productivity and secure organizations from emerging
internet threats by providing a proactive critical security component that
complements traditional security solutions.
Job Summary:
Responsible for the sale of Websense’s products in a specified Territory.
Proactively use the existing client relationships and Solution Selling
expertise to successfully grow new business within the territory. Effectively
manage existing enterprise customers and channel partner relationships to
exceed sales growth expectations through marketing programs that will
significantly raise our profile and product awareness.
Essential Functions:
- Develop a target reseller list in collaboration with your Channel Marketing
Manager that will enable you to achieve your forecast. Review channel results
quarterly with your Channel Marketing Manager, and take steps to improve
performance.
- Conduct quarterly business planning sessions with your Premium Providers.
Monitor Channel Partner’s effectiveness in closing incremental and
Websense-passed business based on quarterly objectives they set.
- Manage prospecting and sales activities in assigned territory. Identify and
help close sales opportunities in the territory.
- Lead sales presentations at reseller and end user locations.
- With input from Inside Sales Representatives update and manage pipeline and
prepare revenue forecasts.
- Coordinate with Inside Sales Representatives to produce lost sales/delayed
sales reports.
- Coordinate sales activities with other Field Sales reps and Regional Manager.
- Develop relationships with key partners distributors, resellers, VARs for the
growth of our products within their markets. Pass business through to target
Partners.
- Manages a high volume and revenue Channel Pipeline to accurately forecast and
deliver revenue commitments
- Monitors and creates reports that reflect Channel Partner’s
effectiveness in closing passed business
- Interfaces with the Channel Sales Team & Marketing on program implementation
and training efforts
- Works with the other Field Sales reps and Regional Manager to ensure smooth
passage of business to the Channel
JOB REQUIREMENTS
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Qualifications:
1. Education: College degree in business desirable, equal professional
experience acceptable.
2. Experience: Minimum of 7 years experience in technical enterprise sales to
various channels and direct sales with exposure to both government and
corporate accounts.
3. Communication Skills:
- Strong sales presentation skills, has the ability to influence and impact an
audience.
- ability to influence and impact an audience.
- Excellent understanding and execution of formal sales training techniques,
such as, Solution Selling.
- Participates in individual, group and department meetings in a manner that
allows for the exchange of information.
4. Personal Skills:
- Presents a professional image inside and outside of the organization.
- Consistently meets commitments made to the company and associates.
- Persistently demonstrates a positive and enthusiastic attitude toward the
company, the work, the vision and the people.
- Consistently meets or exceeds goals and financial performance targets.
- Solicits input and feedback from inside and outside the organization on ways
to continually improve.
CONTACT
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To be considered for this position, please e-mail your resume to:
jobs@websense.com, subject = TM, Seattle
No relocation will be provided for this position. Competitive benefits package.
EOE.
Websense
Lisa Tran
jobs@websense.com
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