Sales Executive New Business

About Dubex

Dubex is Denmark’s leading business specialist on IT security, delivering and supporting security solutions on more than 500 locations around the world. For nearly 25 years, Dubex has helped private companies and public institutions in managing risks, adapting to change, and enabling growth.

Dubex culture

The company culture is based on the founder’s passion and curiosity for technology and cybersecurity. Their technical expertise and knowledge are great part of Dubex’ professional image and encourages everyone to live out their inner geek as an expression for true enthusiasm. To thrive, it is therefore central to bring a genuine professional interest for the subject, technical or not, as it is often the reason for people coming together and making a difference in their work.

New Business team

You will be part of a growing sales organisation and the new team “New Business’, that exclusively focus on new sales. The team is responsible for driving sales of Dubex services, primarily within Managed Detection and Response, Incident Response and Offensive security, with the mission to increase market share. The team currently consists of you and the team manager. Given the great market potential and demand for Dubex’ services, the team is expected to grow within the next year.

The sales approach is based on classical customer segments, with defined methods in value selling. It is the intention with New Business to create an energetic and high-performance team with strong focus on sharing and developing sales techniques through fun activities e.g., customer role play.

As part of Sales and Marketing, you will cooperate with other consultants in gathering leads and driving sales promoting activities. It is a group of mixed seniority and competences, where all bring a ‘can-do’ attitude to work and to solve challenges together.

The manager

You will refer to Sales Manager New Business, Mikkel Angermann, who has a strong background in sales from the information services industry. He brings solid knowledge in sales management and frameworks, which he is set on sharing with his team.

Mikkel is the type of manager that measures his success through the success of his team and is dedicated to developing aspiring talents to become the best they can be. Good energy, humour and a ‘down to earth approach’ characterize his management style, where he will support fun team activities and good flexibility to maintain motivation. He values an honest and open communication with everyone and is always open for new ideas or suggestions.

The position

As Sales Executive New Business in Dubex, you will contribute to the company’s success by building strong and trustful customer relationships with new customers. Your responsibility will be to initiate sales processes, execute on lead generation and sales promoting activities with eye for new business opportunities.

You will take action on an existing strong pipeline of prospects and leads coming partners, website, or LinkedIn. On a regular day, you will spend half of your time booking meetings, typically engaging with Chief Information Security Officers (CISO) or technology executives, and the other half completing and following up on meetings. Customer segments will count private organisations as well as public institutions e.g., municipalities.

In the beginning, your manager will participate on meetings as your sparring partner, to strengthen your skills in customer engagement practices, presentation techniques and value selling propositions. Eventually, and in line with your training, you will take over more of the sales process.

You will also be responsible for drafting contracts and coordinating service deliveries with internal teams, to define and ensure the best cybersecurity solutions. From your customer facing position, your input to the continuous improvement on services, will be highly valued.

Your success comes from your willingness to succeed, and your high drive, where you are quick and comfortable going into unknown territory. You will also play an important role in representing Dubex at key industry events, where you help maintain the company’s renowned reputation and brand within the cybersecurity community.

It is a position, where you get to deliver value-driven cybersecurity solutions that makes a difference for the customer and the opportunity to join a market-leading cybersecurity company known for its high level of expertise.

Primary responsibilities

• Build relationships with new customers and executing on new leads and sales opportunities
  
  
• Initiate sales cycles and follow them from beginning to closing in close collaboration with manager
  
  
• Collaborate with colleagues in the service delivery, to structure and validate services offerings and ensure customer satisfaction
  
  
• Continuous fine-tuning of Dubex value proposition and sales message
  
  
• Use the right mix of digital and analogue tools in sales work
  
  
• Represents company at external business networking opportunities, conferences, and events
  
  

Professional qualifications

• 2+ years of experience within B2B or B2G sales
  
  
• Experience with technical sales e.g., software solution selling or SaaS, understanding how technology solutions solve business problems
  
  
• Demonstrable track record of managing a personal pipeline and hitting or exceeding targets
  
  
• Ability build and manage strong customer relationships at (technical) executive level
  
  
• Professionally English and Danish skills in both writing and speech
  
  

Following is nice to have

• Experience with cybersecurity sales
  
  
• Knowledge of IT security standards and frameworks
  
  

It is not your background but your mindset and motivation that will determine your success in this role.

Personal competencies

Initiative and proactive. You enjoy a busy environment, where you are able to take initiative and be productive. You are comfortable with throwing yourself into new situations and not afraid to challenge status quo.

Ambitious and result oriented. You demonstrate a true winner mentality and strive to exceed your goals and expectations. You do not give up despite difficulties or opposition and your ambitious attitude inspires others in the chase for results.

Outgoing and good at making relations. With your credible and trustful approach to others, you find it natural and easy to build deep interpersonal and trustful relations that you are good at maintaining.

Convincing and communicative. You know how to navigate and engage with stakeholders on all functional level to facilitate a common understanding and commitment. You are good articulating how the different solutions have a positive impact on customers’ business. You are well-prepared and provides arguments that supports your statement.

Collaboration and team player. Although you function independently, you believe that the best results are delivered in a collaboration. You are determined to solve problems together and show empathy towards your co-workers. You respect people differences and enable actions that help people in their daily work.