Global Sales Lead for Enterprise

Global Sales Lead for Enterprise defines concepts and standards/guidelines, evaluating and deploying them in initial deployment. Defines sales directions for regions, reviews prepared budget plans, monitors segment sales performance and solve issues. In cooperation with Segment directors sets and reviews mid-long term segment sales strategy.

Responsibilities include:
BAU - Sales planning and monitoring in order to achieve the sales targets:

• Provides Sales Directions and ambitions for regions as input for yearly planning process.
• Monitor and review segment planning on level of key markets and regions
• Monitor and review actual sales performance, analyze discrepancies
• Define and monitor sales KPIs for the given segment: Responsibility for reporting and monitoring of segment sales performance in given segment, analyze reasons of under/overperformance with regions and markets, challenge and propose corrective measures
• Participate on validation of regional segment targets feasibility and breaking down top line KPIs into regional “Jobs to be done” and “key Activities” with measurable KPIs

Tactical – sales business development:

• Segment Sales business development (Short-Midterm segment development) – ownership over approved initiatives leading to increased sales performance or/and initiatives preventing drops in sales performance.
• Preparation and maintaining of segment (sales focused) SWOT based on segment KPI’s and market situation in Key Markets
• Responsible for development of sales and business of assigned segments worldwide
• Responsible for assessing and prioritization of business opportunities related to direct or indirect channel of sales for given segment
• Creation, maintenance and execution of sales programs, activities on pilot markets in order to maximize revenues
• Define, monitor KPIs for sales programs, activities and evaluate results, part of this is also participation on ideation and revenues side of business cases for each activity
• Make and present presentation, run webinars about sales strategy, direction, programs, activities for regions and partners
• Coordinate mapping of market and customers’ requirements for new product version and services
• Co-creation and execution of sales go-to-market strategy for global product releases

Strategic -sales business development:

• Overall Segment strategy consulting
• Actively participate (Consulted role) on mid-long term segment strategy definition – responsibility for Sales part of strategy including high level sales planning on mid-long term level and breakdown of sales ambitions into sales initiatives
• Drive actively strategic sales initiatives within segment teams, HQ teams and regional teams.
• Prepare and present sales focused strategic analysis (e.g. macro-environmental analysis such as PESTLE, generic strategies e.g. Porter Competitive, Competition and Industry analysis e.g. Five Forces, Seven Forces; Internal analysis –e.g. SWOT, NOISE, portfolio analysis BCG/GE matrix)

Building and sharing Segment and Market Expertise:

• Identify, analyze and conceptualize new direct and indirect sales business opportunities in assigned segment
• Develop a deep understanding of ESET business operations, including internal processes, functional group strategies, and competitive context.
• Segment Expert Leadership - proactively create and spread and discuss vision for sales segment with relevant regional office and HQ employees. Segment Sales vison is based on collecting and self-studding of current sales trends and actual ESET situation in assigned segment on cybersecurity market.

BENEFITY PRE TEBA

Flexibilita

Firemné podujatia

Benefity pre celú rodinu

Šport a zdravie Wellbeing

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