Sales Support Specialist

About the Company

Integrity360 is one of Europe’s leading cybersecurity specialists, dedicated to protecting businesses from cyber threats. With offices across Europe and South Africa, we provide end-to-end cybersecurity solutions, including:

Managed Security Services

Cybersecurity Testing

Incident Response

Security Integration

Compliance & Risk Management

With a strong focus on technical expertise, innovation, and excellence, we have been featured multiple times in Gartner Market Guides for Managed Security Services.

About the role:

This is a specialist role within the Integrity360 Sales Team as the leading Darktrace champion as a Sales Support Specialist. This role will support and enable all Darktrace sales across all of the Integrity360 portfolio of companies and countries it operates in. The role will drive Darktrace business and services across the region and support all aspects of the sales functions in delivering high value, high margin business back to Integrity360. Working both internally and externally with Darktrace the role will support and enable Integrity to be a top three Darktrace business partner based on both capabilities and revenue. Integrity360 will be seen as the expert business partner of choice for Darktrace and will attain and maintain the highest level of business partnership.

Responsibilities:

• Own revenue target for all Darktrace business across all regions, break down target to individual countries.
• Forecast monthly Darktrace technology-based revenue, broken down by country, product and services revenue.
• Ensure that all sales and presales team members are enabled in all Darktrace technologies and aware of upcoming technology releases/updates and how they relate to services provided by Integrity360.
• Support account mapping for both Integrity360 and Darktrace AM’s, bringing together relevant AM’s across all countries.
• Overlay sales support for all significant Darktrace opportunities, ensuring best value is advocated into the client.
• Work with AM’s on significant Darktrace bids and where applicable take the lead on the opportunity/bid.
• Be the escalation point of contact for all Darktrace opportunities across the region.
• Understand all unique selling points of Integrity360 Darktrace based services and advocate these into all Darktrace sales teams across the region.
• Advocate new Darktrace services where applicable back to the product management team.
• Develop strong supportive relationships with Darktrace sales managers in each country.
• Monitor all deal registrations and ensure support is provided. Challenge rejected DR’s.
• Be creative with deals and maximise margins (for example, work with sales to bring in deals early in return for extra margin at quarter/year ends).
• Utilise Grove lead generation function to develop leads for other i360 businesses where pipeline needs to be developed.
• Liaise with Darktrace local channel managers in each region to understand gaps in sales resources and optimize sales pipeline in individual countries.
• With support from partner management ensure all certifications/accreditations are completed to ensure the highest level of partnership.

Required Experience & Skills

• Experience: Minimum 3 years in a sales role at Darktrace or a Darktrace business partner and at least 5+ years IT sales or channel experience in a target driven environment.
• Cybersecurity Knowledge: Technically competent in the entire Darktrace Portfolio
• Sales Track Record: Have a track record of exceeding new business sales revenue targets
• Business Acumen: Have an understanding of business decision making and procurement processes as well as product and channel management.
• Passion for Technology: Enthusiastic about cutting-edge technology solutions.

Ideal Candidate Attributes

• Relational – Ability to create and develop effective customer and vendor relationships.
• Communication - An articulate, authentic and engaging communicator and networker.
• Listening – Ability to detect potential problems proactively.
• Influencing – Ability to engage and influence at all levels.
• Negotiation Skills – Can secure win-win agreements and be a creative deal maker.
• Observation Skills – Can recognise objectively what is happening in or across the organisation and applying solutions to a given problem that ‘fits’.
• Organised – Strong organisational and time management skills.
• Motivation - A self-starter with a hunger to excel and the ability to work well within a fast-paced team.
• Confidence - To work across divisions and across all levels of the organisation.

Travel: Able to travel monthly locally or internationally.