Head of Key Account Management Spain

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Intro

We are looking for a motivated and results-driven Head of Key Account Management for Spain to drive growth and expand our brand presence. This role is pivotal in leading the Key Account Manager Team, managing strategic accounts, and driving high-value customer engagement. The Head of Key Account Management will execute the defined strategy while actively contributing to its refinement, ensuring alignment with business objectives and market opportunities. This role will be primarily a team leadership role with a portion dedicated to individual contribution.

This role will report directly to the Country Manager Iberia, LATAM, and Italy.

Your Job

• Lead the Key Account Management sales strategy for Spain, ensuring effective execution while collaborating on strategic definition and adjustments.
• Team Management & Development: Motivate and develop a high-performing Key Account Manager Team, fostering collaboration to enhance end-user development, new logo acquisition, and cross-selling initiatives.
• Coaching & Mentorship: Train, mentor, and coach the Key Account Manager Team, optimizing their sales effectiveness, providing guidance in lead generation, pipeline management, forecasting, and deal closing.
• Performance Monitoring & Forecasting: Create accurate sales forecasts, define actionable measures, and continuously track performance against targets.
• Revenue Growth & Business Expansion: Own and drive revenue outcomes, meeting and exceeding team quotas by developing and executing innovative growth strategies.
• Interdepartmental Collaboration: Work closely with Marketing, Presales, Sales Controller, and Distribution Manager teams to align efforts and maximize market impact.
• Event & Market Presence: Represent the company at industry fairs, partner events, and customer meetings, effectively showcasing Hornetsecurity's solutions.
• Manage the entire sales cycle, from prospecting to contract closing for the most strategic accounts under management.
• Proactively prospect, identify, qualify, and develop a sales pipeline, including expansion within existing customers and first adoption with new prospects.
• Connect with decision-makers at C-level and functional levels, developing and maintaining positive relationships built on trust.
• Connect with, enable, and support our channel partners to generate de-multiplied sales opportunities.
• Update our CRM with relevant customer and deal information every week.
• Understand the enterprise sales process for our specific cybersecurity solutions and continuously suggest improvements based on your past experience and best practices learned.
• Customer Relationships: Build and nurture long-term relationships with key clients to enhance customer loyalty, increase market share, and potentiate cross-sell initiatives in these customers.
• New Business Development: Support KAMs in identifying and implementing strategic initiatives to generate new leads and expand business opportunities.

Your Profile

• Proven experience (5+ years) in a Sales Leadership role within the IT or cybersecurity industry, with experience in selling through a T2 model, optimizing customer and enterprise customer engagement. Experience working with TELCOs and Managed Security Service Providers (MSSPs) is a plus.
• Strong background in managing sales teams, preferably with experience in indirect sales models, optimizing customer engagement and enterprise sales.
• Deep understanding of complex IT solutions and business processes.
• Proficiency in Salesforce and other CRM tools for pipeline and performance management.
• Excellent communication, negotiation, and interpersonal skills to engage with C-level executives, partners, and customers.
• High willingness to travel and a passion for convincing customers and partners through presentations and negotiations.
• Fluency in English and Spanish.

Join us and be a key player in taking Hornetsecurity's growth in Spain to the next level