JOB TITLE:
DIVISION:
Business Unit Manager – Checkpoint
Security
JOB LOCATION:
Theale
REPORTS TO:
Divisional Director Security
JOB DESCRIPTION
KEY RESPONSIBILITIES
Duties will include but are not restricted to:
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Take responsibility for the day to day management of the Checkpoint business to
achieve revenue and margin goals in line with Budget expectations
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Day To day management and supervision of assigned team
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To ensure through the use of Sales Forecasting, Commission Plan, KPI management,
Sales Portal CRM, Calendar X and other management tools that the team optimise
the sales effectiveness in support of the business and their role
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Recommend to the DD as and when necessary any training or personal development
required within the team
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To conduct monthly 1-1 business reviews with the Vendor to ensure key performance
metrics & objectives set are on track and to be completed, and that any changes to
objectives or goals are managed immediately and don’t impact the business
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To provide a monthly wash-up report to the business
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To escalate to the DD any/all business issues that will effect revenue/margin for the
month/Qtr and contractual impacts that will effect the business overall.
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To Support the DD in ensuring the business has favourable and commercial terms in
order to achieve the growth and development objectives/goals
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Own contractual responsibilities to vendor in setting and meeting all revenue and
none revenue objectives, including maintaining mandatory accreditation/performance
levels
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Develop programs/business development plans with vendor to drive quarterly and
annual revenues in line with budget expectations
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Responsible for the Design and execution of all sales initiatives to deliver new and
renewal business sales goals by Qtr
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To define the core solutions and offerings of the vendor to ensure the DNS business
plan supports these through sales and marketing campaigns.
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Interface with DNS and Vendor Marketing to ensure leads/programs are delivered in
line with the business plan/goals
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To ensure partners are Profiled against Vendor strategies and that business plans and
reviews are carried out minimum Quarterly
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With the vendor, take responsibility to identify and develop new routes to market and
ensure that all DNS departments involved have the necessary training and support
required, covering;
o New Products/Solutions
o Renewal Sales
o Professional services (including pre and post sales support)
o Partner recruitment and enablement

Educate and inform all appropriate DNS functions of key sales plans, vendor
programs and initiatives in order to maximise revenue growth and profitability
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Educate/Train all relevant departments (Purchasing, Q & C, Sales Support, Finance
etc…)
o Vendor Programs and Lifecycles
o Product Knowledge and Roadmaps
o Key processes

Take ownership in validating the DNS forecast with DNS vendor account manager
and feed back to sales / sales manager all updates to ensure forecast accuracy.
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Own Product Categorisation in conjunction with Purchasing to ensure accurate
vendor reporting
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Escalation to the DD and Vendor any / all operational problems that can’t be
managed through the business unit managers direct involvement

To conduct a six month review with all members of the team
PERSON SPECIFICATION
The ideal candidate will have the following skills, attributes and experience:
Attributes
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Team player
Highly motivated sales individual, with a pro-active approach to their workload
Ability to work on their own initiative
Intelligent and keen to learn new skills
Confident personality
Determined “can do” approach
Target-orientated/Results-focused
Skills
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A proven track record of working, for a minimum of 36 months, as a successful Field
Sales Representative, preferably within the IT security market.
Ability to develop and deliver professional sales presentations to customers and staff
alike
Evidence which demonstrates that the individual can: o Develop and execute against business development strategies for growth
Understand new solutions and translate to executable sales strategies and
tactics delivering high growth
o Organise and prioritise workload in a logical and timely manner
o Maintain a professional approach when dealing with customers, colleagues
and suppliers alike
o Deal with people in a friendly and professional manner both face-to-face and
over the telephone
Proven ability to positively influence and persuade key decision-makers
Evidence that the job-holder can regularly meet and exceed targets/ objectives within
specific timescales, preferably in an environment that rewards staff on a bonus or
commission basis
Ability to demonstrate that the jobholder can work effectively under his or her own
initiative and as a responsible, conscientious and reliable team member
Demonstrable people management experience and skill
Proven track record or exceeding sales targets
Ability to demonstrate a good level of interpersonal skills especially questioning and
listening skills. E.g. for the purposes of clarifying customer requirements and for
responding to enquiries
Ability to quickly build a rapport with staff at all levels within an organisation
Jobholder must hold a current and valid UK driving licence
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HOURS OF WORK
The company’s standard hours of work are 9.00am – 5.30 pm with one hour for lunch;
however, flexibility will be required as the role involves visiting customer sites across the UK.
The jobholder must be prepared to stay away from home on approximately 4-6 occasions
each month.