Sales Specialist AppScan Manager- HCL Software
Job Summary
Job Description
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Job Details
ARE YOU READY TO JOIN OUR TEAM?
Startups are exciting. That’s why we’ve never stopped. For decades, HCL has been a company of inventors and innovators. We power the most important industries on the planet — from finance to telecommunications to scientific research.
We are busy, growing quickly and have an incredible workforce who are committed to becoming the #1 Software company in the world. Come join HCL’s fast-growing, $1B+ software business and make an impact from Day 1! This is an exciting time to be joining HCL Software, as we expand, invest and grow. HCL was ranked on Forbes Best 100 Global Companies to Work for in 2021!
What is HCL AppScan? https://www.hcltechsw.com/devops
HCL AppScan empowers developers, DevOps, and security teams with a suite of technologies to pinpoint application vulnerabilities for quick remediation in every phase of the software development lifecycle.
Protect your business and customers by securing your applications with best-in-class testing tools, centralized visibility and oversight, and multiple deployment options including on-premises, on-cloud, and cloud-native.
The AppScan Sales Specialist is an exciting role within HCL’s fast-growing software business. In this role, the candidate will collaborate routinely with Clients, Resellers, Client directors, HCL AppScan Technical Advisors, HCL Client Success Teams and HCL Channels teams.
As an HCL AppScan Seller, you will work as a sales leader (Manager) focusing on cyber security for your assigned region/clients and will be responsible for leading sales efforts with clients and prospects, building pipeline and delivering on targets. As part of your responsibility, you will act as a product specialist for your product offerings, and you will be expected to enable, evangelize, market, and direct customers to various solution areas that can solve their business problems. You will be required to act as a complex deal coach and/or executive sponsor on many key opportunities.
In this role, it is essential that you can apply industry-specific knowledge and experience to bring new business and technology insights to our clients in the HCL AppScan space. You will be required to maintain an exceptional level of understanding regarding our competition to effectively win in competitive situations.
Position Responsibilities:
- Primary Job responsibility will include Hunting new logos/ net new customers.
- Work with existing customers, internal HCL teams, and Business Partners to drive new sales and expand existing business.
- Partner directly within the sales teams to deliver solutions that address client business needs and deliver client value while supporting product-specific business strategies.
- Engage at all levels within the customer, sales and channel partner organization. Work with the customers and Business Partners to grow market share within the portfolio.
- Provide sales direction and leadership on an ongoing basis. Carry and deliver on quota.
- Manage an entire territory requiring extensive travel.
- Work with the client partner sales teams to progress and close opportunities on an accelerated timetable, monthly and weekly focus
- Deliver Value presentations and demos along with your Technical Advisor
- Work with other sellers and units of HCL as needed to create an effective solution for the client
- Maintain a thorough understanding of the client's industry, including industry trends, industry business processes, industry financial measurements and performance indicators, and key client competitors in their industry
- Exceed targets for new software sales and renewals
- Present DevOps unique business value, client successes, competitive differentiators
- Represent DevOps at local Industry Conferences and User Group meetings
- Contribute to creating and executing regional sales plays
- Engage HCL AppScan GEO and Global Leadership to increase customer advocacy and progress deals
- Maintain customer retention
- Add new logos annually
Requirements:
- Bachelor’s Degree, MBA always a plus!
- Minimum 10 years’ sales experience in enterprise software management with knowledge of Application Solutions/Services.
- Proven Track record of consistent pipeline and revenue growth.
- Demonstrated ability to establish and build rapport in senior customer relationships.
- Strong business acumen and technical knowledge to succinctly align customer needs with the DevOps value proposition.
- Knowledge of the assigned territory in terms of relevant industries, clients and business partners.
- Proven sales track record in the technology sector and be confident discussing both general and specific security issues.
- Demonstrated ability to respectfully engage multiple functional areas across an organization.
- Strong technical aptitude and ability to keep it simple.
- Personal goal setting, time management, and drive to succeed.
- Integrity, humility, team-orientation, sense of humor and drive for performance.
- Strong Written and Verbal communications skills are critical as this person will be interfacing diverse technical and business audiences.
- Exceptional presentation skills necessary to effectively deliver executive-level and value-based presentations
- Ability to provide insight to business leaders across all industries.
- An outstanding ability to understand business problems and articulate a corresponding solution based on the HCL software portfolio.
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