Job Description

StarLink Business Unit Head -

Overview

A BU Head at StarLink works to represent the organization for a specific or multiple set of products. The BU Head's role involves working to manage team, develop business and increase profitability for the company for specific set of products, but also needs to have specialist skills and knowledge relating to the IT Security domain in specific product areas.

At StarLink the BU Head role is essentially a combination of a Technology Sales Manager and Technical Pre-Sales Manager in a single role. Therefore, the BU Head would be responsible for the development and performance of all sales and technical activities for specific products in an assigned market.

The BU Head would establish plans and strategies to expand the customer base in the marketing area, and achieve maximum Vendor & customer satisfaction throughout the sales lifecycle.

The BU Head's role would suit someone who enjoys a Vendor facing role and the challenge of growing the business, and at the same time have a passion for technology with specific domain experience in IT Security. As a BU Head, there will be significant travel involved.

What key skills and qualifications does a BU Head require?

The BU Head role demands a broad range of skills including:

• Must have ability to Handle a Team of Product Managers.
• Must have ability to communicate effectively as the role is client facing and so daily contact with Vendor & Partner is a big part of a BU Head's job.
• Must be educated to degree level or equivalent, with technical and business qualifications or training.
• Must have significant experience in IT Security Sales and Pre-Sales with excellent presentation skills.
• Must be target-driven and have a proven ability to achieve and supersede sales quotas.
• Must have IT security domain experience and needs to security knowledge to fully understand the products and services provided by the company
• Needs to have excellent networking skills with significant local market experience and existing business relationships with enterprise and government customers, as well as, Channel Partners.
• Excellent interpersonal skills at all levels, including people-management, leadership and both written and verbal communication skills.
• Must be extremely familiar with computer software programs eg Word, Excel etc.
• Must have a full clean driving license.


Public

Public

A BU Head's job responsibilities will include:

• Developing and implementing a business plan and sales strategy for the market that ensures attainment of company sales goals and profitability.
• Developing new sales leads and prospects.
• Providing timely feedback to senior management regarding performance.
• Providing timely, accurate, competitive pricing on all proposals submitted, while striving to maintain maximum profit margin.
• Exceed all activity standards for prospecting calls, appointments, presentations, proposals and closes.
• Liaison with Country Managers to understand details of product direction and communicate information back to customers.
• Responsible for staying abreast of product roadmap as well as understanding the scenarios, features and functions within each of the products and how these are applied to address business and technical problems.
• Responsible for understanding business and technical problems addressed by the products including key regulations, business drivers, evolving business needs, etc.
• Attendance at StarLink events and conferences and working with Vendor's and Partners to stay on top of changes in business issues/requirements/regulations/Technology and understand where the market is going.
• Responsible for staying current on competitive analyses and understanding differentiators between the company and its competitors.
• Responsible for preparing for meetings and tailoring communications to address business needs of potential clients.
• Responsible for working with team to develop and deliver training on business problems, products, and messages for new team members, Partners and Vendors.


o Demonstrate ability to interact and cooperate with all company employees. o Work closely with Vendors, Distributors and Partner as well as the professional services and sales teams to design and package security solutions,

o Define strategy to achieve targets and to follow the set strategy. o Generate business opportunities by working with Customers and Channel partners. o Maintains accurate records of all pricings, sales, and other activity reports in SalesForce (CRM).

• 100% completion of deals by methodically producing customer security requirements and mapping & demonstrating appropriate solutions.
• Consistently maintain healthy business relations with Vendors & Partners, ensuring high customer satisfaction by achieving delivery & service quality norms.


o Extract technical escalation management by proactive & reactive assistance to customers. o Analyzing and identifying Key Product & Industry Solution Gaps and steering various Product Positioning Functions to formulate market penetration plans. o Work with Sales Personnel to provide product, business and technical knowledge in support of pre-sales activities and present tailored solutions to satisfy the customer needs.

• Work with Country Managers and Marketing to help define/refine sales messages and ensure sales promotions are developed and messages communicated to the team.


Public

Public

• Responsible for Partner Enablement in ME Region (GCC & Levant Region).
• Adheres to all company policies, procedures and business ethics codes.


Job Specifications:

• 7 - 10 years of experience in sales or technical management, preferably both.
• Extensive experience with IT security solutions and with large, complex organizations.
• Significant experience in all aspects of Vendor & Channel Partner Relationship Management.
• Strong understanding of Vendor, Channel Partners, and market dynamics and requirements.
• Willingness to travel and work in a global team of professionals.
• Strong analytical skills.
• Ability to multi-task and be able to represent multiple subjects and products.
• Ability to understand and capture business and technical requirements.
• Ability to develop a broad awareness of the client's technical architecture and emerging technologies with enough knowledge to determine what is and is not possible.
• Knowledge of strategic, conceptual and consultative selling.
• Ability to develop marketing messages.