Cloud Sales Specialist - Monterrey, Mexico

. Cloud Sales Specialist, Monterrey/Mexico.

Radware is a global leader in application delivery and cybersecurity solutions for data centers, network infrastructure, and Cloud Security. Our ADC, anti-DDoS, and WAF product lines are recognized by major analysts as some of the best offerings in the market.

At Radware, we fight for the good guys to protect customers from the increasing sophistication, volume, and severity of cyber security breaches. We combine leading technologies, a global footprint of high-capacity scrubbing centers and the expertise of our managed Emergency Response team that can only come from 20 years of market experience.

In any increasingly challenging threat landscape, customers need specialist skills to protect their digital assets and We provide innovative technology and Cloud Services to guarantee the continuity and security of the online digital experience.

• Radware's Cloud Sales Specialist is responsible for securing business in accounts that offer the following services: Enterprise Cloud Services; Hosting; Managed Applications; Collaboration and Messaging; custom web development, Infrastructure as a Service, Desktop as a Service; Intelligent Storage and Disaster and Recovery; and Data Center services.
• He/she will be responsible for selling the full suite of Radware's Application Delivery and Security product and service offerings
• Prospect for new accounts across all verticals of Financial, Ecommerce, EDU, Gaming and Enterprise
• Farm the regional base of active customers - up-selling and cross-selling.
• Manage accounts to maintain a strong relationship with Radware and to keep them constantly appraised of Radware capabilities
• Prospect the key new accounts in the region and develop business with them.
• Develop and nurture a network of high-quality channel partners
• Act as the "trusted vendor partner" and work with channel partners to hunt and close new business
• Ability to form successful relationships with ISR, Territory Manager, CAMs to build opportunities and grow business.
• Ensure clean handoff from pre-sales to appropriate service delivery resources.
• Work within Radware guidelines to negotiate appropriate pricing, service level, and legal terms with customers.
• Comply with Radware's standards and policies related to documentation, reporting, travel, and related administrative activitie

• Negotiation: Can negotiate skillfully in tough situations. Understands customer's business and presents solutions to business risks and opportunities ensuring the customer sees the link to Radware's value proposition. Positively influences client behavior throughout the decision process. Can win concessions without damaging relationships; Can be both direct and forceful as well as diplomatic; gains trust quickly of other parties to the negotiations; Is comfortable discussing money and ROI, drives customer to action. Constructive tension with customer
• Challenger : Worked with Companies that were challengers in the market. Proven ability to win new Customers in that environment and grow the territory base with existing and new customers. Ability to articulate solution and product differentiation. Teaches for differentiation. Can articulate differences in multiple levels and scenarios vs. our competition. Can explain the value of this differentiation to the customer. Knows customer value drivers, creates a customer-centric value proposition
• Hunter : Focused on closing deals with new clients. Can be counted on to exceed goals successfully; Is constantly and consistently one of the top performers; very bottom-line oriented; Steadfastly pushes self and others for results.
• Self-sufficient: Can create his/her own pipeline by prospecting, through its connections in the territory with customers, channels and capabilities to organize small marketing seminars, customer events etc.
• Self-Reliant: Pursues everything with energy, drive and a need to finish. Strong personality. Navy Seal attitude, takes decisive action, fears nothing. Disciplined.
• Functional/Technical Skills Picks up on technical things quickly; Can learn new skills and knowledge; Is good at learning new industry, company product and services and technical knowledge. Basic networking background. Knowledge of TCP/IP and routing protocols. Previous background in selling routers, switches, IP test equipment, network analysis and monitoring tools is preferred.

• Experience selling to enterprises
• Skill Set should either be around:
  Cloud Enterprise Managed Services (hosting, etc...)
  Infrastructure Services and Solutions (i.e.: VMWare, HP, IBM, Sun, etc...)
• Selling cycle of deals, you've worked on in the past should be 6-12 months
• Have 1+ years of direct sales success in the IT Managed Services, Hosting, or Cloud Services markets
• Must work well in a team environment, with multiple resources
• Demonstrated understanding of our industry, customer needs and competitive landscape
• Independent, self-motivated, competitive, high powered and polished