Vice President, Security Sales Emea

5 months ago

Hammersmith, United Kingdom Aeris Communications Full time

Our Company is in an enviable position. We have financial strength, and both our bottom line and our global reach are growing rapidly. We recently completed the acquisition of the Ericsson IoT business, giving us global market access via 30 CSP Channel Partners and a 6,000+ Enterprise customer base. While we continue to build upon our success in the IoT connectivity space, we are most excited to announce that we are launching a new business initiative around a groundbreaking Security offering. As the number of cellular connected IoT devices continues to grow, so does the threat landscape, attracting more interest from the hacking community than ever before. There were 112 billion malware attacks on IoT Devices in 2022, representing an 87% increase year on year. The market could be worth $650bn by 2030 according to McKinsey. Therefore we are looking for experienced professionals in this space with a zeal for entrepreneurial thinking and the ability to create, build and execute this new journey with global enterprise customers.

A few things to know about us:

- ** We do things differently**. As a pioneer in an industry poised to reshape every sector of the global economy, we can't settle for another company's tried and tested template. Innovation is the key to our success, and it's reflected in everything we do: from product design to corporate wellness.
- ** We are owners**. Strong managers enable their teams to figure out how to solve problems. You will be no exception and will have the ownership and liberty needed to be truly creative.
- ** Values are essential**. We believe in doing things well - and doing them right. Integrity is a core value here: you'll see it embodied in our staff, our management approach and growing social impact work.
- ** We walk the talk on diversity and inclusion**. We're a brilliant and eclectic mix of ethnicities, religions, industry experiences, sexual orientations, generations and more - and that's by design. We see diverse perspectives as a core competitive advantage.
- ** Career elevation**. Create platform for growth where employees can take ownership of their opportunity and make it their own. Grow with the company and elevate your career.

The VP Security Sales EMEA role is critical to the development of our business in EMEA. The primary responsibility is to build a security-focused sales team and build a pipeline of Enterprise opportunities direct, through select MSPs and OEMs, or together with the CSP’s sales team, and to qualify, develop and close those deals, selling direct or with the CSP salesperson/team. Close collaboration with the Channel Partner Sales and Marketing functions is key to the success of this role.
- selling and negotiation.

The VP Security Sales EMEA is responsible for continual pipeline growth from both Direct efforts and with the Channel Partners and will be measured on their ability to consistently progress opportunities through the various stages of the funnel to closure.

In as much as this role is focused on external sales with Partners, selling “internally” is also required, as the VP Security Sales EMEA works collaboratively with different members of the Sales Organization as well as the teams from Sales Engineering, Support, Marketing, and Product.

The VP Security Sales EMEA is also expected to represent the Aeris IoT Business Unit at approved customer focused industry conferences, based on technology or vertical market, and where the opportunities are aligned with that of the Channel Partners.

This position will report to the Global VP Security Sales and is based in London. We will also consider applicants located in major metropolitan areas across the country where reasonable access to the London office is available.

**Responsibilities**:

- The Security domain expert to lead and own Security revenue growth in EMEA
- Hire and lead a team of EMEA-based Security Sales Professionals
- Leads and owns signing up new Direct customers to Aeris Security services.
- Leads and owns signing up CSPs to sell Aeris Security services.
- Sell value of Aeris Security to IoT Accelerator and Security stakeholders in CSP
- Create joint sales plan including target accounts, revenue forecasts with CSP Product, Marketing and Sales teams.
- Build Enterprise pipeline with CSP, develop lead generation initiatives with CSP Partner eg, webinars, events, round tables, SPIFFs.
- Sell to Enterprise prospects together with CSP sales team.
- Train the Enterprise sales and technical sales teams in the CSP Partner to position, demo, present Aeris Security Services.
- Provide reports to Aeris management on EMEA region security revenue growth, forecasts, product feedback for continual improvement.
- Develop new (non CSP) channels to market for security led sales approach.
- Be the Security technology expert and authority in IoT Security, competitive solutions.
- Liaise with Product Management, internal technical teams, to ensure prioritisation of feature requests

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