Segment Specialist

**The Company**: 4D Innovations Group (Pty) Ltd t/a ESET Southern Africa

**Role Name**: Segment Specialist

**Location**: Belmont Square, Rondebosch, Cape Town

**Role specifics**:Full-time

**Hours of work**: Monday - Friday, 08:30 to 17:00

**Role summary**:
The Segment Specialist is a member of the sales team responsible for improving the company’s market position and achieving the targeted financial growth for a particular segment.

You will own the product strategy and manage the end to end product lifecycle, product profitability, and roadmap. You will ensure the execution of all product features and through active engagement with relevant stakeholders, including internal sales/technical & marketing teams, ESET HQ in Slovakia, ESET SA partners and clients, to ensure product success.

The Segment Specialist is partner centric, and constantly exploring new opportunities both within existing partners and in the broader market to expand business. This person will play a critical role in finding new prospects for growth within each region, as well as building relationships and growing business amongst current partners. They will be an industry expert on the products being sold.

The Segment Specialist will work with service delivery teams to ensure existing customers are happy. This person will have strong internal and external relationship building skills. They will identify opportunities as well as vulnerabilities, will drive pre and post-sales activities, and actively manage the entire sales cycle.

The Segment Specialist will achieve sales targets, develop and deliver against strategic account plan.

This role involves traveling throughout South Africa and from time to time, overseas. Ability to present, train and instruct are essential.

**Daily Responsibilities**:

- Design and drive the product strategy.
- Ensure relevant products are represented in the market segment that you are responsible for.
- Ensure the product strategy is in line with business objectives.
- Liaise with stakeholders to ensure that the product/solution is integrated into ESET SA, into our channel/market, and managed end to end.
- Perform competitor analysis and product research when required.
- Identify product opportunities in our market.
- Develop and execute a product rollout roadmap.
- Closely collaborate with senior leadership and other stakeholders, both internally and externally.
- Analyse data, and report on metrics.
- Make informed product decisions based on insights.
- Iterate on business processes and CRM system requirements.
- Manage product profitability and reporting thereof.
- Deliver on the agreed sales targets (quotas) and revenue targets set.
- Own and drive pre-sales engagement activities with potential clients and existing clients.
- Develop professional customer interactions by actively building business relationships with multiple contacts points in client environments.
- Identify potential clients, and the decision makers within the client organisation.
- Research and build relationships with new clients.
- Set up meetings with client decision makers.
- Own and drive proposals and RFPs to customers with input from technical, marketing and account manager teams.
- Pricing the solution/service.
- Acquire a thorough understanding of key customer needs and requirements.
- Deliver on strategic plans.
- Identify, size and close new business opportunities.
- Generate new and existing sales. Develop existing and new relationships.
- Attend customer meetings to deliver technical content and presentations.
- Ability to deliver virtual/physical product demonstrations to both technical and sales clients/partners.
- Lead, review and document sales cycle.
- Keep up to date with latest product developments and within the industry in general.
- Attend conferences and events as required.
- Liaise and collaborate with account managers.
- Ensure training and certification of account managers is offered, and to collaborate with sales/operations managers to ensure these are completed, and report thereon.
- Establish and maintain effective interpersonal relationships with those contacted during work.
- When required provides training, coaching and professional development to members of the team to enhance their knowledge and skills. At times it may be necessary to provide the relevant training on the use and functionality products and services to customers and other relevant third parties.
- Collaborate with AM’s and ensure account reviews specific to your segment of responsibility are carried out.
- Perform any other / or additional duties as dictated by the needs of the business.
- Ensure all relevant certifications are completed.
- Relationship management and communication with our principals at s.r.o.
- Keep up to date with call information shared by s.r.o.
- Ensure all new product content/updates relating to your role are provided to marketing department and shared internally to teams.

**Educational qualifications/