London, England - Full Time
Company Profile
Our client is the global leader in mobile, cloud-based access control for commercial real estate, multifamily residential, and large distributed enterprises. Their comprehensive product ecosystem and open API provide businesses with powerful digital tools to increase security automation, elevate employee and tenant experience, and improve the safety of all people and assets in the built environment. Having created the category over twenty years ago, their building access platform is now the digital foundation for the largest collection of customer facilities in the world, trusted by more than 25 million users occupying over 300M square feet of secured space in 42 countries. Their dedication to simply better security means providing the best technology and support to property owners, managers, and tenants as they look for more from buildings where they live, work, and play. Their comprehensive product suite includes access control, smart readers, touchless mobile credentials, visitor management, occupancy monitoring, health and safety features, and integrated video surveillance, smart locks, and intercoms. Valued for its simple installation, high-reliability backbone, and rich API partner network, our client also has the longest track record of cybersecurity audits and privacy protections in the industry.
About the Role
As the Area Sales Manager (ASM), you will be responsible for prospecting, developing and closing business in your assigned territory and establishing relationships with key decision-makers. Under the guidance of the Regional Sales Director, you will drive the sales process from prospect through close. To be successful in this role, you must possess detailed knowledge of the complete portfolio of our Client's solutions as well as general knowledge of components and systems supported through integration (such as VMs, NVRs, IP cameras, wireless locks).
In this role, you will also be expected to:
Prospect, recruit, onboard and cultivate new Dealers in the assigned territory while growing revenue and wallet share with existing Independent and Key Account dealer base.
Identify key end user opportunities for direct engagement and channel pull through.
Respond to customer requests for information in a timely manner.
Build understanding of our client's security platform, including supported devices and integrations and effectively demonstrate the capabilities to prospects.
Effectively communicate value proposition and key competitive points of differentiation for dealers and end users.
Achieve monthly, quarterly and annual sales revenue targets.
Work in tandem with Vertical Sales Teams, Inside Support and Field Support personnel to drive world class customer satisfaction and exceed sales quotas.
Demonstrate company hardware and user interface for security consultants, system integrators, end-users, and other interested parties.
Provide system sales training for system integrators and educating prospects on the complete product portfolio.
Travel within assigned territory between 60-75%. Other required travel may include participation at industry trade shows, internal meetings, and related events 2-3 times each year outside of the assigned territory.
About You
- You live in or near London.
- 3+ years of security sales experience with access control, video management, or related technologies preferred.
- 2+ years of experience selling in a defined territory and an established current client base preferred.
- Channel field sales experience is required (NOT business development, overlay or inside sales).
- Experience with SaaS sales, consultative/solutions sales, IT and/or cyber security is preferred.
- Excellent communication skills, both verbal and written.
- Demonstrate self-confidence, energy and enthusiasm in a professional manner.
- Present ideas, expectations and information in a concise, well-organized way.
- Demonstrated ability to meet/exceed a sizeable quota.
- Proficiency with CRM tools (SFDC), Google Apps (Docs, Sheets, Slides, etc.) and other business tools.
- Bachelor's degree or extensive relevant experience in security, IT or SaaS sales.
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