Dell GRC Sales Specialist - France in Paris, France

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Governance, Risk and Compliance (GRC) programs and solutions help organizations become more agile, gain greater visibility into their data, and drive a trusted operational framework across the enterprise. EMC's GRC strategy includes an open platform, technology solutions, and an active community of users and partners to provide a holistic view of an organization's total risk and compliance profile. All elements of the GRC product portfolio leverage the next-generation RSA Archer GRC management platform that allows business units to work together using common processes and information. This platform approach allows organizations to have centralized views into enterprise risk, automated and consistent business processes, integrated systems, and information as well as flexibility to evolve as business needs change.


The Sales Specialist is responsible for identifying and developing new business to grow the client base and gain market share. The focus will be on selling high value, complex solutions including consulting services to solve organizations’ GRC needs. The individual must be capable of understanding the customer’s business drivers, business issues and objectives so she/he can translate and articulate RSA Archer’s value propositions at all levels.

Crucial for success is the candidate’s ability to work with, and drive a virtual team, engaging effectively with professional services, System Integrator community, value added resellers, product management, technical consultants & RSA/Dell EMC resources as and when required.

They will carry a quota of approx$4-6m for the first year.

  • Achieve both quarterly and annual sales goals and objectives.

  • Identify and pursue sales opportunities in the assigned territory. Drive business development and pre-sales initiatives by leveraging both industry and technical background.

  • Build in-depth knowledge of clients’ business priorities, challenges and initiatives that can be translated into RSA Archer opportunities. Build value-added relationships within the domain of the account - become the trusted advisor.

  • Lead the GRC sales campaign from a “business” perspective including ensuring we have a full understanding of the customers’ pain, desired outcomes, and minimum requirements while establishing the value of RSA’s solution. Work with the broader GRC specialist and RSA sales teams to move the sales opportunities to closure.

  • Establish and build on relationships with the principal advisory partners, SI’s and channel partners who can affect current/future business within accounts.

  • Work with internal departments on expansion of existing business, new application identification and development, conducting strategic analysis of market trends and the competition in order to create new opportunities for EMC and RSA.


  • Proven enterprise sales experience within the fields of IT Risk, Operational Risk, Business Resiliency, Regulatory Compliance, or other GRC areas.

  • Deep subject matter expertise in managing risk and compliance processes within large, complex organizations

  • Passion for governance, risk and compliance topics

  • Ability to effectively communicate with high level business executives

  • Ability to assist organizations to develop a business case for investing in GRC projects

  • Ability to analyse information and draw accurate conclusions

  • Ability to work independently as well as manage a virtual team

  • Ability to effectively persuade executives to realize the benefits of GRC programs and RSA Archer

  • Goal orientated with an innovative approach to solving problems

  • Prior RSA Archer experience is preferred

  • French & English essential but multi-lingual is preferred