Camerfirma, founded in 2000 by the Spanish Chambers of Commerce, is one of the leading Spanish Certification Authorities and operates in the Iberian (Spain and Portugal) and Latin American market. Camerfirma is part of Tinexta Infocert, the largest Certificate Authority in Europe and a leading provider of trust-based business solutions for organizations and businesses. Tinexta Group offers innovative solutions for the digital transformation and growth of companies, professionals and institutions. Based in Italy and present in 10+ countries across Europe and Latin America with more than 2,500 employees, Tinexta is active in the strategic sectors of Digital Trust, Cyber Security and Business Innovation.
Main tasks
As part of the Camerfirma’s SaaS Sales Team, develops, builds and maintains relationships with key customers’ technical decision makers and influencers: architects, technical specialists, legal etc
Clearly contribute to the attainment of quarterly and annual assigned SaaS and Service revenue and margin targets in a defined territory
Cultivate and foster a superior class partner team across the internal aligned businesses, including Field Account Managers, Partner Development Managers, Remote Sales, Inside Sales, Professional Services Department, Business Operations, Marketing and Support
In close collaboration with the Partners’ Development Team, work with key partners to align Camerfirma’s SaaS execution strategy with their go to market model
Build trust and strategic relationships with key customers’ technical stakeholders by understanding their technical challenges and top priorities
As a core component of the Camerfirma’s SaaS and Services Sales Team, actively participate in qualifying opportunities regarding customers’ technical requirements, competition and decision-making processes
The TAM is the key individual in Carmerfirma who makes sure proposed solutions are aligned with the customer technical expectations, so he/she is the owner of the technical proposals to customers and partners
Provides technical leadership and direction to the partners’ technical and sales organizations
Provides technical leadership and experience on large, complex sales opportunities
Serves as the only point of contact from the Sales Department with Camerfirma’s Product Management
Eventually supports the partners in final customer interactions, presenting the Camerfirma’s SaaS and Services Differential Value Proposition
Successfully achieve regular trainings following a learning path for Camerfirma’s and third-party related technologies
Drive & support specific Camerfirma’s SaaS demand generation campaigns and events
Speak in public events to represent the Camerfirma’s SaaS and Services Value Proposition
Engages with Infocert’s technical experts in every product line
Makes sure technical expectations from the customer are fulfilled in every project deployed by Camerfirma’s Professional Services Team
Makes sure Support SLAs expectations from the customer are fulfilled in every project covered by Camerfirma’s Support Services Team
Actively participate in regular pipeline & business reviews at the country level
Professional experience of the ideal candidate
Deep technical understanding on Digital Signatures, Digital Certificates, Digital Identity and Cybersecurity (Certifications welcomed) as well as Certified Communications
Demonstrated experience in SaaS related selling scenarios (at least 3 years)
Good knowledge of competitive products and IT SaaS industry (Deep knowledge of Digital Signatures, Digital Certificates, Certified Communications, Digital Identity and Robust Authentication SaaS solutions technologies)
Extensive experience of selling technology solutions in Spain (at least 5 years)
Personal features of the ideal candidate
Excellent oral and written communications
Ability to work at all technical levels of an organization to build strategies for Cybersecurity SaaS Enterprise Architectures
Effective presentation and relationship-building skills
Internally and externally recognized as a key and influential Digital Signatures, Certified Communications, Digital Identities and Robust Authentication technical leader
Executive presence, influence and ability to collaborate & motivate across the organization
Creative and critical thinking
Good analytical and decision-making ability
Educational Background
Degree in Engineering or IT degree in related field preferred. Other degrees considered depending on relevant experience
Location
Madrid, Spain