Sales Manager SW Protection & HCE

Date: 18 MAY 2016
Country: United States of America, San Jose or Home office


Job role Sales Manager Software Protection & HCE
Hierarchical position Reports to the VP Sales SW Protection & HCE
Department MSD Sales
Working place San Jose (USA) or Home Office




Generate revenue on SW protection & Matrix HCE sales in the Western half of the USA, Western Canada and Latin America


Main responsibilities

Hunt/Identify and close sales opportunities that meet/exceed territory revenue objectives, which include the following requirements:


  • Establish strategies (account targets and penetration plans) and meet/exceed objectives (sales dollars) for the assigned territory.
  • Negotiate and Win Sales Opportunities driving achievement of 1-3 year sales plan
  • Generate forecast, meet/exceed forecast via corporate tools and Inside Secure/Sales Force forecasting methods, systems and meetings/presentations
  • Generate, manage, and close a consistent pipeline of new opportunities
  • Full time interaction with customers, customers’ management, Inside Secure management and support organizations to build & grow Inside Secure businesses
  • Utilize field support engineering, product line, and management to achieve fastest rate of design win success
  • Identify the need for executive level interactions with customers and facilitate the establishment of these relationships.
  • Work with Inside Secure marketing to develop success strategies for the target accounts in the territory.
  • Up to 40% travel within sales territory



Main interfaces


  • Sales management team
  • Product managers of Mobile Security Division
  • FAEs team
  • Marketing team 
  • Customer service



  • Customers : CTOs, CIOs, Heads of Cyber Security, Brand Protection Officers
  • Financial institutions (banks, insurance companies)
  • Retailers



Educational background Bachelor’s degree in Electrical Engineering, Computer Science or the Physical Sciences is required, or equivalent work experience
Required experience

5 years minimum of enterprise software target account sales, preferably in the mobile application security space. Trained in Customer Centric Selling or similar


Required skills

Ability to close new deals, results oriented

Open-mind, flexibility but rigorous

Writing skills, at ease with reporting

Strong communication skills

Team player

Professional level proficiency in Spanish is a plus


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