The Company

WatchGuard is a leading provider in the exciting and fast growing IT security market with a very strong reputation and established track record of delivering world class, affordable, security appliances. Threats to businesses from hackers, spam, spyware, adware, viruses, worms and the like are increasing daily, fuelling huge demand for robust yet affordable and easy to manage security solutions. This exciting and varied role offers a career minded individual the opportunity to gain significant international experience whilst working as part of a dynamic team.

Role

The role of the Country Manager is to develop and grow WatchGuard’s business in the assigned regions. The Country Manager is responsible for achieving the assigned objectives and growth for the region through the effective management of the team and overall sales process. This is a people manager role, responsible for managing many different sales positions, from end user sales, channel sales, inside sales, as well as oversight of pre-sales and renewals sales team. A deep understanding of the cybersecurity market and trends are a must. Understanding how partners and customers deploy cybersecurity solutions to meet their business objectives is key to success in the role. Expertise in different go to market models is also required for this role, with a heavy emphasis on indirect routes, including resellers, managed service providers, managed security service providers, distribution, and marketplaces. Ultimately, a successful candidate must be able to develop and execute a plan to grow revenues and market share for WatchGuard in the region.

Key customer and channel (across resellers, MSPs, and distribution) relationships in the assigned regions are a must for this role to be successful. The ideal candidate should bring meaningful, favorable, long-term relationships that they can influence towards WatchGuard for this role.

Measures

• Meet or exceed revenue and sell-through targets monthly/quarterly.
• Effectively manage both pipeline creation and pipeline progression across the team to ensure sales targets are achieved.
• Exceed cross sell targets within customer and partner accounts.
• Expand WatchGuard product range among resellers.
• Recruit and develop qualified resellers.
• Manage regional team objectives.
• Conduct annual team reviews and personal development plans.
• Maintain balanced distribution channels.
• Identify and close key end-user projects.

Objectives/Responsibilities

• Achieve sales quotas.
• Analyze markets for business opportunities.
• Build effective reseller/distributor networks.
• Define and monitor channel objectives, align with quarterly marketing plans.
• Obtain commitment within the reseller channel.
• Run a disciplined sales cadence to drive forecast accuracy.
• Stay informed about industry trends and competition.
• Assist in contract negotiations.
• Increase employee engagement to insure business continuity and a healthy work environment.
• Execute territory sales plans.
• Foster relationships across departments.
• Address account management and technical issues.
• Execute marketing programs and promotions.
• Manage expenses within regional budgets.