Trustonic was formed by established industry leaders ARM (Softbank) and Gemalto, and our mission is to provide the best security for smart devices and the apps that run on them, enabling mobile app and IoT developers to build the trust required to deliver apps and services to their customers that are simple, fast & secure.

Our security platform is embedded in more than 1.5 billion devices and our software protection tools are used by device manufacturers, banks, FinTechs, payment providers, cryptocurrency platforms, mobile network operators, IoT developers, automotive manufacturers, and government bodies to secure their devices & sensitive apps. We’ve also extended our mobile security leadership to the Internet of Things as well.  Our ground breaking IoT solutions deliver a new level of long-term security, integrity & trust to the billions of devices that will provide data to the cloud AI and machine learning platforms of the future.

We are proud to be a small company making a difference to a huge ecosystem from silicon IP and chipsets all the way through to B2B and B2C/G2C mobile apps and IoT.

If you want to work in a nimble, innovative company with great backers, an exciting ecosystem and the opportunity to change the way people, things, and services interact – we’d love to hear from you.

The role is VP of Sales & Business Development – EMEA region. 

We are looking for a proven, results-focused sales leader to drive growth and customer success in our Europe, Middle East, Africa (EMEA) region.  Reporting to the company’s Chief Commercial Officer, the VP of Sales & Business Development-EMEA will be responsible for developing & executing the company’s EMEA growth strategy, leading the EMEA sales team and managing engagement with target market accounts across their lifecycle (such as Service Providers, Banking & Payments, ISV’s, Solution Integrators, Mobile Network Operators, automotive, and device OEM’s), plus building and enhancing our partner ecosystem.  At the end of the day, this role is accountable for delivering Trustonic’s EMEA sales growth while ensuring customer success.

The preferred location for this position is Cambridge or London-area in the UK, or Cannes/Nice-area in France but we seek the best candidate and will consider other locations within easy travel distance from our European offices.  We expect that this role will involve substantial travel in & around EMEA (with a focus on Europe) a high percentage of time, since you’ll be expected to “go where the business is”.

The main responsibilities of the VP Sales & Business Development – EMEA, are:

• Accountability for meeting or exceeding sales targets in EMEA region

• Growth and management of the overall sales pipeline for EMEA 

• Support the sales team to successful close opportunities & manage the customer lifecycle

• Collaborate with the CCO to develop & execute the Go-To-Market strategy for EMEA, in support of (and aligned with) overall company goals and objectives

• Drive engagement, coverage & penetration of named accounts (end-user customers and partnerships) within our target markets (both in the private sector as well as the government sector), and manage them across all phases of the customer lifecycle

• Identify strategic partner prospects & execute the necessary activities to enable a robust partner ecosystem within the EMEA region, cohesively managing all phases of the partner lifecycle

• Coordination of company resources in accordance with regional territory & account plans

• Ensure customer success & value delivery occurs consistently for all EMEA customers/partners

• Hiring, management & development of EMEA sales team to field a high-performing sales team that consistently exceeds sales targets

• Must be proficient at executing end-to-end sales cycles, assisting the sales team when required

• Enhance scalability by not only being an expert fisherman, but also by continually developing your EMEA sales team members into better fishermen/women as well

• Execution of demand generation/pipebuilding activities, and ensuring timely follow up of leads

• Accurately & effectively forecast the EMEA business, deal structure & $$$, opportunities & risks

• Cultivate & develop territories, accounts, partners, and opportunities, in order to deliver associated revenues and value within new and existing accounts

• Work with our global team to continually refine and evolve our vision as the business grows

• Work closely with Product Management, Engineering, and office of the CTO to provide collaboration and feedback that helps align our solutions with market needs

• Other duties as assigned by senior management

• A university or college undergraduate degree in a relevant topic is mandatory.

Skills

• Exceptional fluency in English is required as it is the business language in the Company

• Strong verbal and written communication skills, and ability to speak effectively to any audience

• Proficiency with Salesforce.com (CRM) and also with MS Office suite or equivalent.

• Strong sales skills, business acumen and refined negotiation skills with the ability to initiate relationships, assess partnership viability, work through deal cycles and close complex deals

• Excellent analytical and planning abilities to design & oversee programs & initiatives designed to grow the EMEA business.

• Team player with strong persuasion skills; Able to drive consensus across multiple stakeholders

• Ability to thrive in a dynamic, constantly evolving, small team environment

• Must have a strong understanding of mobile device ecosystem, service providers, and mobile app protection

• Balance high-level strategic thinking with hands-on tactical work to get things done quickly

• Proficient at actively thinking on your feet, with excellent triage abilities.

• Entrepreneurial with an inherent sense of urgency; not afraid to take risks and get things done quickly while maintaining high standards

Experience

• Strong domain expertise in Mobility, Security, and also the device & app protection space.

• Proven track record of successfully managing direct sales & indirect sales (resellers/partners)

• Significant demonstrated years of Sales experience at software/SaaS technology companies

• Demonstrated experience in building & leading sales teams in the successful attainment of sales targets, revenue generation and territory development.

• Must have a heavy sales & revenue generation background, both as an individual contributor and also as a sales leader.
• Significant proven track record of selling to large, complex, multi-stakeholder organizations.   Experience managing a complex sales cycle, involving multiple stakeholder groups is essential.
• Solid domain expertise within some or all of the following vertical industries:  Financial Services (banking & payments), Telecom/Wireless Operators, Automotive, as well as cybersecurity and Internet of Things (IoT).
• Extensive experience developing territory planning and target account plans.   These include plans for effectively covering and penetrating targeted key accounts in the territory.
• Expert level selling skills necessary for prospecting, relationship cultivation, account development and revenue generation within existing and new accounts.

• Experience with various complimentary revenue channels (direct, indirect, reseller, etc.).

• Heavy background in enterprise-caliber software and services, including ‘managed services’.

• Proven track record of continual and consistent sales success is essential.
• Must be a high energy, self-starter and comfortable working autonomously

Personal Traits

• Able to thrive in a dynamic, constantly evolving, small team environment

• Customer and business oriented

• Rigorous in follow-through and taking ownership for projects/initiatives

• Good creative intelligence (design and conceptualization)

• Prepared to invest whatever effort is required to get the job done (including travel)

• Tenacious attitude, with a problem-solving approach to collaboration

• Organized, rigorous and autonomous

• Builds strong relationships with team members and clients

• Operate in integrity and transparency and conduct business in a proper manner