Director of IoT Sales

Stimulating. Motivating. Challenging.

Stimulating. Motivating. Challenging.

The Kudelski Group (SIX: KUD.S) is a world leader in digital security. We make IoT simple and secure with pre-integrated solutions and services that protect the entire, end-to-end security lifecycle of a connected business so companies can realize the full potential of IoT. Device manufacturers rely on us to create trust, integrity and control between their devices and applications. We efficiently provision millions of devices with unique secrets that protect identity, devices, data, decisions, commands and actions. For more information, please visit www.kudelski-iot.com

 

 


Location: Switzerland or the United States

Mission

We are looking for an experienced Sales executive to work with us to win new opportunities and help us take our business to the next level. As a member of the IoT management team, you will take on a critical business role. Your mission will be to manage the IoT sales forces and sales channels in order to win new deals and meet the Kudelski IoT revenue and growth objectives.

Responsibilities

Your Responsibilities will be to:

• Define the sales and business development strategy and to support Kudelski IoT revenue and EBIT


• Lead the IoT sales and business development team to overachieve against their associated targets

• Motivate the sales team to find and close deals and achieve the best results possible by setting activity and revenue targets for members of the sales team.


• Work on account management plans with the sales account managers.


• Lead the sales process from opportunity qualification to contract signature.

• Maintain an up-to-date revenue forecast and sales pipeline.


• Master the IoT offering and report any product gap and necessary improvements to improve our positioning in the market.


• Ensure proper recruitment, coaching, training and development of the sales team.

Requirements / Profile

This role involves:

• Managing the internal direct and indirect sales force and sales channels to close deals and win new opportunities, as well as identifying potential new sales channel.

• Providing full visibility into the sales pipeline at every stage of development.

• Preparing forecasts and KPI reporting for the Director of IoT and Senior management, for use in organizational planning, financial forecasting, budget setting and strategic planning.

• Working collaboratively across teams - including Technology, Product and Marketing.


• Establishing and fostering partnerships and relationships with key customers to understand their business needs and objectives.


• Understanding the competitive landscape and market trends


• Understanding and effectively communicating the company's value prop, technology, process and current partnerships


• Attending key meetings with members of the sales team and providing active sales support on selected strategic opportunities (qualification, strategy, presentations, proposals and negotiations).


• Contributing to the international go-to-market in selected segments, marketing plan and sales enablement program definitions

 

You are:

• Driven to overachieve your targets.


• At ease communicating, presenting and influencing all levels of the organization, including executive and C-levels.


• Experienced positioning products against competitors.


• Experienced leading sales teams and developing client-focused, differentiated and achievable solutions.


• Experienced at driving the sales process from plan to close.


• An excellent negotiator with strong listening and presentation skills.


• An excellent communicator with strong verbal and written communications skills

 

You have:

• Previous experience successfully managing sales teams from a similar industry.


• A proven track record of overachieving your targets and driving sales growth in a business.


• Strong leadership skills and an ability to inspire sales teams.


• Business Degree or Advanced Engineering.


• Fluent English and French/German is a plus.

 

Reference: 11168

Publication Date: 05-08-2019

Stimulating. Motivating. Challenging.

Stimulating. Motivating. Challenging.

The Kudelski Group (SIX: KUD.S) is a world leader in digital security. We make IoT simple and secure with pre-integrated solutions and services that protect the entire, end-to-end security lifecycle of a connected business so companies can realize the full potential of IoT. Device manufacturers rely on us to create trust, integrity and control between their devices and applications. We efficiently provision millions of devices with unique secrets that protect identity, devices, data, decisions, commands and actions. For more information, please visit www.kudelski-iot.com

 

 


Location: Switzerland or the United States

Mission

We are looking for an experienced Sales executive to work with us to win new opportunities and help us take our business to the next level. As a member of the IoT management team, you will take on a critical business role. Your mission will be to manage the IoT sales forces and sales channels in order to win new deals and meet the Kudelski IoT revenue and growth objectives.

Responsibilities

Your Responsibilities will be to:

• Define the sales and business development strategy and to support Kudelski IoT revenue and EBIT


• Lead the IoT sales and business development team to overachieve against their associated targets

• Motivate the sales team to find and close deals and achieve the best results possible by setting activity and revenue targets for members of the sales team.


• Work on account management plans with the sales account managers.


• Lead the sales process from opportunity qualification to contract signature.

• Maintain an up-to-date revenue forecast and sales pipeline.


• Master the IoT offering and report any product gap and necessary improvements to improve our positioning in the market.


• Ensure proper recruitment, coaching, training and development of the sales team.

Requirements / Profile

This role involves:

• Managing the internal direct and indirect sales force and sales channels to close deals and win new opportunities, as well as identifying potential new sales channel.

• Providing full visibility into the sales pipeline at every stage of development.

• Preparing forecasts and KPI reporting for the Director of IoT and Senior management, for use in organizational planning, financial forecasting, budget setting and strategic planning.

• Working collaboratively across teams - including Technology, Product and Marketing.


• Establishing and fostering partnerships and relationships with key customers to understand their business needs and objectives.


• Understanding the competitive landscape and market trends


• Understanding and effectively communicating the company's value prop, technology, process and current partnerships


• Attending key meetings with members of the sales team and providing active sales support on selected strategic opportunities (qualification, strategy, presentations, proposals and negotiations).


• Contributing to the international go-to-market in selected segments, marketing plan and sales enablement program definitions

 

You are:

• Driven to overachieve your targets.


• At ease communicating, presenting and influencing all levels of the organization, including executive and C-levels.


• Experienced positioning products against competitors.


• Experienced leading sales teams and developing client-focused, differentiated and achievable solutions.


• Experienced at driving the sales process from plan to close.


• An excellent negotiator with strong listening and presentation skills.


• An excellent communicator with strong verbal and written communications skills

 

You have:

• Previous experience successfully managing sales teams from a similar industry.


• A proven track record of overachieving your targets and driving sales growth in a business.


• Strong leadership skills and an ability to inspire sales teams.


• Business Degree or Advanced Engineering.


• Fluent English and French/German is a plus.

 

Reference: 11168

Publication Date: 05-08-2019