Account Manager - CA, RSA, The Security Division of EMC

Job Category: Sales/Retail/Business Development About RSA RSA's headquarters is located at 174 Middlesex Turnpike in Bedford, Massachusetts. As a division of EMC, RSA maintains its strong legacy and brand in the security industry. We provide a supportive and challenging work environment, with a comprehensive package of employee benefits. Positions are available based at our headquarters in Bedford or in other global regions including Europe, the Middle East, Africa, Asia Pacific and Japan. Account Manager - CA, RSA, The Security Division of EMC RSA, The Security Division of EMC is headquartered in Bedford, Massachusetts. RSA is the expert in information-centric security, enabling the protection of information throughout its life cycle. RSA enables customers to cost-effectively secure critical information assets and online identities wherever they live and at every step of the way, and manage security information and events to ease the burden of compliance. They offer industry-leading solutions in identity assurance & access control, encryption & key management, compliance & security information management and fraud protection. These solutions bring trust to millions of user identities, the transactions that they perform, and the data that is generated. RSA, The Security Division of EMC, was formed in September 2006 following EMC Corporation’s acquisitions of RSA Security and Network Intelligence.Job SummaryThe Regional Sales Manager (RSM) will be responsible for sales to named accounts within a specific geographic territory. The RSM will carry a personal sales quota to provide security management solutions to top Financial Industry clients making decisions based upon onsite demonstrations and personal relationships. He/she will sell directly, supported by a Systems Engineer and Sales Specialists, and work with regional resellers. He/she will be expected to exceed quarterly and annual sales goals.Primary Duties & Responsibilities• Develop and execute business plan.• Work with marketing and sales to develop strategy for driving growth.• Create and efficiently manage strategic account plans, including, but not limited to customer profiles, application descriptions, forecasts and action items.• Identify, qualify, educate and close new opportunities within named accounts.• Continually educate and train customers on offerings and processes in order to upsell into existing customers. Continually grow and manage new partnerships and opportunity pipeline.• Manage the Proof of Concept process including the complete documentation of customer requirements while working in conjunction with assigned System Engineer that technical requirements are met and executed to plan based on formal review with customer.• Responsible for the organization, management and completion of RFP/RFI’s received for assigned territory, including the information gathering process from appropriate internal departments and internal RFI tool.• Drive monthly and quarterly revenue objectives and bookings targets.• Deliver measurable results and achieve quarterly quota goals as outlined by Management.• Deliver customer presentations as necessary.• Develop and maintain technical and marketing knowledge of the entire RSA product line, as well as current industry trends and competitive issues/products.• Participate in onsite customer visits; sales meetings, product seminars and trade shows.Skills Required• Possess minimum 7 to 10 years sales experience selling technology into security environments. • Possess in-depth knowledge of the following technologies: Network Security, Enterprise Data Protection, and Enterprise Access Control• Exceptional oral and written communication skills.• Strong business planning skills.• Excellent formal presentation skills.• Exceptional problem solving skills and strong customer focus required.• Technical sales experience.• Basic knowledge of security and networking is important.• Basic PC skills and familiarity with Microsoft Office applications is a must.• Comfortable interacting with the C Level"• High energy with a will to succeed• Microsoft applications (Excel, PowerPoint, Word) and technology competence a must.• Proven ability to thrive in a fast-paced environment preferred.• Must be able to travel 50-55% of the time.• Bachelor’s Degree preferred. Possess minimum 7 to 10 years sales experience selling technology into Network environments.EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace.  EMC does not accept unsolicited Agency Resumes. EMC will not pay fees to any third party agency or firm that does not have a signed "EMC Agency Fee Agreement".  EMC is an Equal Employment Opportunity employer that values the strength diversity brings to the workplace.