Strategic Deals & Proposal Manager jobs at Checkpoint in Australia

Major Responsibilities

• Responsible for managing Mid-Market Territory accounts in an Area/Region
• Work with Partner Sales Manager and our Channel Partners to cover all Territory accounts and drive sales growth and bookings to the Area/ Region
• Build business by recruiting new clients.
• Develop new business and maintain current business through engagement of optimal resellers.
• Support partners by conducting training, seminars, education and presentations.

Desired Background

• 5+ years of experience in Channel/Territory management and sales within the IT industry
• Partner/Reseller knowledge
• Need established relationships at all levels with customers in the assigned territory
• Possess in-depth knowledge of the sales cycle
• Hands-on and proven track record of sales achievements
• Strong communicator and confident individual
• Knowledge of the Cyber Security industry – highly preferred.
• Must be eligible to work in Australia without sponsorship from an employer now or in the future.

What you'll get in return

• Exposure to exciting and award-winning technologies in the Cyber Security industry
• Opportunity to fulfill your potential by rolling out creative ideas and projects
• Work with and build long-lasting relationship with a team of brilliant people

You will be responsible for

• Development and growth of existing key accounts within the assigned sector with responsibility for growing Check Point solution install base and identifying and exploring new potential opportunities
• Strategic relationship management at all levels for greater customer reach, especially Executives, Decision Makers and Stakeholders.
• Develop annual Account plans for assigned accounts and create engagement coverage plan.
• Strong involvement in complex deals and decision-making processes and act as a trusted advisor to the customer on best practices and solutions to address their IT and Cybersecurity goals and objectives
• Prepare and deliver effective client presentations, including stakeholders at all levels of the organization up to C-Suite.
• Accurate forecasting of weekly, monthly and quarterly status and results in assigned accounts and meet expected revenue target per month and quarter.
• Achieve a minimum of 3x pipeline of assigned revenue quota for the quarter.
• Managing and collaborating with internal teams to ensure customer satisfaction
• Product and solutions presentations across all levels of the organization

What you bring to the table

• rolodex of mid to senior level connects in the key accounts
• Exceeding quota sales experience
• Ideally 5 to 8 years of relevant experience in account management and sales within the IT industry
• Possess in-depth knowledge of the sales cycle like MEDDPICC – highly preferred
• Hands on and proven track record of sales achievements
• Strong communicator and confident individual
• Knowledge of the Cyber Security industry and routing and switching products – highly preferred

What you'll get in return

• Exposure to exciting and award-winning technologies in the Cyber Security industry
• Opportunity to fulfill your potential by rolling out creative ideas and projects
• Work with and build long-lasting relationship with a team of brilliant people

Major Responsibilities

• Define and execute your territory’s business plan
• Achieve quarterly and annual sales targets for your territory
• Contract and tender negotiations
• Acquisition of new corporate accounts
• Relationship Management at all levels
• Detailed Product and solution presentations
• Manage customers’ expectations and requests
• Support campaign & marketing events within the region
• Provide sales leadership and experience on large, sophisticated opportunities
• Collaborate with Inside Sales Representatives on qualified inbound opportunities and progress to closure
• Work with resellers and technology partners to generate and close new opportunities
• Present the Check Point Email Security value proposition to prospective customers

Desired Background

• 5+ years of experience in SaaS sales, preferably in the email/communication collaboration cybersecurity field
• Proficient with email security, sandboxing, or CASB technology
• Fluent in SFDC, LinkedIn, Outreach
• Excellent communication and presentation skills
• Proven track record of closing leads, exceeding sales quotas and managing sales pipeline
• Aptitude for understanding how technology products and solutions tackle business problems
• Candidate must be self-starting and have an appetite for working at a start-up with the level of enthusiasm required to be successful
• Existing customer clientele and channel relationships a plus
• Strong sales and technical understanding of competitors
• The position is remote and involves up to 50% travel
• Fluent in English (prerequisites)

What you'll get in return:

• Exposure to exciting and award-winning technologies in the Cyber Security industry
• Opportunity to fulfill your potential by rolling out creative ideas and projects
• Work with and build a long-lasting relationship with a team of brilliant people

• Work with the sales teams in building, positioning, closing and forecasting large strategic deals, including acting as the liaison between Sales teams and other stake holders partners involved in the deal structuring process (e.g. Sales Operations, Finance, Order Management, Legal, Product Marketing, etc.)
• Assist sales teams with crafting Quotes, Rate Cards, and Enterprise Licensing Agreements
• Build and leverage business models to support the field and partners as part of strategic deals process.
• Translate data into meaningful and actionable insights to support key business initiatives

• Bachelor's degree in Business, Finance or related field/ experience
• 1-2 years’ experience as a financial or business analyst/consultant. Experience supporting a Sales organization is an advantage.
• Strong analytical, data mining and modeling skills
• Drive execution, initiate projects and manage them start to end.
• Ability to work independently in a fast paced environment.
• Process oriented, well organized, autonomous learner.
• Excellent written and oral communication in English is a must and interpersonal skills.

What You’ll Do

• Own and drive email security sales growth within MSP/MSSP partners.
• Recruit, onboard, and train new partners alongside the partner recruitment team.
• Achieve and exceed quarterly and annual revenue targets.
• Build and maintain strong partner relationships at all levels.
• Develop and execute business plans to drive joint success.
• Increase brand awareness through co-selling and GTM initiatives.
• Be the email security expert for partners, providing strategic sales guidance.
• Act as an escalation point and ensure partner success.

What We’re Looking For

• 5+ years of experience in MSP/MSSP sales, SaaS, or subscription-based products.
• Deep understanding of MSP/MSSP business models and what drives them.
• Proven track record of building and growing partner relationships.
• Experience in IT, cybersecurity, and preferably email security.
• Excellent communication, sales, and presentation skills.
• Strategic thinker who can execute and drive results.
• High-energy, adaptable, and results-driven.
• Technical cybersecurity knowledge is a plus

Interview Focus Areas

Be prepared to demonstrate:

• Working with MSP/MSSPs and growing their revenue.
• Recruiting and developing MSP/MSSP partners.
• Building joint GTM campaigns.
• Cybersecurity knowledge, especially in email security.
• Presentation skills

Why Join Check Point?

• Be part of a rapidly growing MSP/MSSP cybersecurity team.
• Work with cutting-edge security solutions in a high-demand market.
• Competitive salary, benefits, and growth opportunities.
• Collaborate with industry leaders in an award-winning company culture.

All applicants must be eligible to work in the AUS without sponsorship from an employer now or in the future.

You'll interact closely with our Sales, Product, Support and R&D teams to provide a stellar user experience while identifying additional technical use-cases and expansion opportunities.

Requirements

• At least 10 years of experience as Technical Account Manager/Customer Success Engineer or different support roles (T2-T3), Professional Services/Technical Project Management for a networking related solution (Cyber Security, Firewalls, VPN, networking, etc.)
• Ability to interact effectively and deliver technical concepts to technical and nontechnical personnel alike
• Provide guidance on technical and strategic aspects of customer engagements.
• Strong problem solving skills and a great Technical orientation to resolve issues
• Provide technical expertise and support during onboarding and on going process.
• Independent and Self-motivated, proactive approach while owning the processes end-to-end
• Work closely with product management and engineering teams to relay customer feedback and influence product development.
• Attention to detail, highly organized, with an absolute focus on quality of result
• Knowledge in Cyber Security, networking, Firewalls, Linux systems, utilities, and scripting - an advantage
• Act as a liaison between the sales, product and R&D teams, providing valuable insights for product enhancements.
• Thrives under pressure

• Possess a deep understanding of the company's products and solutions.
• Proven experience in matrix management.
• International experience is requested.
• Strong technical acumen with the ability to understand and communicate complex technical concepts.
• Proven experience in presenting products and solutions
• +5 years of a strong technical background with a deep understanding of cybersecurity, network security, Secure Service Edge, or SASE solutions.
• Salesforce experience - an advantage
• Good understanding of Secure Service Edge and SASE solutions- an advantage
• Outstanding interpersonal and communication skills.
• Demonstrated success in collaborating with cross-functional teams.
• Strategic thinking and problem-solving abilities.
• Experience in a customer-facing role, preferably in a Professional Services organizations.
• Ability to travel as required.
• Proficiency in multiple languages, with an emphasis on fluency in both written and spoken forms is preferred.