The Role
Manage and grow client accounts by selling cybersecurity services, upselling and cross-selling, tailoring solutions to client needs, delivering presentations and proposals, meeting sales targets, updating CRM, and staying current on industry trends and competitor offerings.
Summary Generated by Built In
Xiarch is a decade old company founded by the alumni of IVY league universities. It is a CERT-IN Impaneled & ISO 9001-2015, 27001-2013 certified Global Consulting firm and is an acronym for Xtreme InfoSec Auditors, Researchers, Consultants and Hackers. Headquartered in New Delhi, we have our delivery centers at Gurugram (Haryana) and Mumbai (Maharashtra)in India. Our vast clientele includes 2000+ customers. Spanning across Asia, India, North America, Africa, and Middle East regions around the globe and many fortune 500 customers. We provide pure-play cybersecurity services in all major domains which includes VAPT, Vulnerability assessments, Penetration Testing, Red Teaming, Cloud Security, SCADA, IOT Security assessments, Various compliance services viz ISO27001, ISO 27701, RBI, SEBI, UIDAI, CISA, GDPR, HIPAA, SOC2, PCI etc.
Key Responsibilities, Deliverables / Outcomes
- Account Management: Maintain and nurture relationships with existing clients and generate/increase revenue from them through upselling or cross-selling.
- Tailor Solutions to Client Needs: Assess and understand clients' cybersecurity needs and challenges to recommend customized solutions that effectively address their requirements.
- Achieve and Exceed Sales Targets: Drive sales performance by actively promoting and selling cybersecurity services, aiming to meet and surpass assigned sales targets.
- Account Creation: Identify potential clients with strong potential and generates sales from them.
- Develop and Execute Sales Strategies: Create and implement effective strategies to grow market share and expand the client base.
- Conduct Client Presentations: Prepare and deliver persuasive presentations and proposals to prospective clients, demonstrating the value and benefits of our cybersecurity solutions.
- Knowledge Updation: Have a considerable understanding of the services offered and effectively communicate them to clients. Stay updated on industry trends, competitor offerings, and emerging threats in the market.
- Reporting: Prepare regular sales reports and forecasts for management in company CRM tool. Update all sales activities in company CRM tool.
Key Skills
- Sales planning - Ability to develop and execute sales plans to penetrate markets and maximize revenue.
- Sales Skills - Proficiency in understanding customer needs and offering solutions that provide value, using a consultative approach to sales.
- Relationship Management - Nurture and establish relationships with key customer stakeholders, especially C-Levels, to build trust, uncover requirements, and propose effective solutions.
- Technical Knowledge - A solid understanding of cybersecurity, digital transformation, and the technical aspects of managed security solutions and services.
- Exhibit an entrepreneurial mindset, taking ownership of your client portfolio and driving innovative solutions to meet their cybersecurity needs.
Key Competencies
- Customer Focus
- Communication & Presentation Skills - Excellent verbal and written communication skills, along with the ability to prepare and deliver persuasive formal presentations to senior management.
- Persuasion & Negotiation
- Result Oriented
- Forecasting and Analytics: Competence in managing sales forecasts with accuracy and using data analytics to drive sales.
Skills Required
- Proven sales planning and execution
- Consultative selling, upselling and cross-selling experience
- Experience managing enterprise accounts and C-level relationships
- Strong technical knowledge of cybersecurity and managed security solutions
- Excellent verbal and written communication and presentation skills
- Persuasion, negotiation and result orientation
- Experience with sales forecasting, analytics, and CRM reporting
- Entrepreneurial mindset and ownership of client portfolio
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The Company
What We Do
Xiarch LLC is a risk, compliance, and cybersecurity firm headquartered in Chicago, with delivery centers in New Delhi and Gurugram. Established in 2008, it educates clients, identifies security risks, and informs intelligent business decisions. Its team brings expertise in cybersecurity services, business management, product development, and cloud-based solutions, supported by global operational capabilities and a focus on precision and quality.
