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Regional Sales Director

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Job Description

The Role

We’re looking for a Regional Sales Manager with a proven track record of exceeding large quota targets, an ability to foster strong executive-level customer engagement and has a demonstrable history of outstanding business management and collaborative skills. The Regional Sales Manager is responsible for increasing our client's market penetration, exceeding quarterly booking targets, and growing the book of business year over year. This is the first Regional Sales Manager role and will manage all Field Sales initially starting as an individual contributor and then building out a team.



Responsibilities:

  • Develop and execute the direct go-to-market sales strategies for named and new accounts in alignment with the company strategy.
  • Conduct product demonstrations with customers.
  • Manage complex sales situations and large projects, including lead qualification, opportunity development, deal negotiation, closing, and product turn up. 
  • Build and nurture customer relationships to achieve business goals and ensure customer satisfaction.
  • Orchestrate partner/reseller resources to drive opportunities to close.
  • Work with Account Managers (AM) to scale through the partner channel and engage in joint selling opportunities to increase regional revenue return.
  • Manage business forecasting (monthly forecast, weekly commit, and pipeline development) using Salesforce.com.
  • Work closely with the engineering team to create integrated solutions that address complex problems focused on our client's value proposition.
  • Work closely with the marketing team to continually update and refine solution positioning/messaging based on customer feedback and interaction.
  • Present at industry events/tradeshows.

Qualifications:

  • Five or more years of competitive sales experience in a fast-growth, high-technology industry.
  • Experience in developing business in an assigned territory to achieve pipeline growth over 100%. Proven track record of achieving or exceeding set sales targets throughout career history.
  • Motivated self-starter with history of operating as a leader of teams that are not direct reports.
  • Strong interpersonal skills (executive presence).
  • Outstanding collaborator across groups and organizations.
  • Ability to prioritize in a fast-paced rapidly changing environment.
  • Knowledge of working with complex strategic accounts, including calls on key decision makers and all other levels.
  • Be able to position enterprise network solutions and articulate strategies to senior partner executives.
  • Experience in cybersecurity products.
  • Bachelor’s degree in Engineering, Science, Business, or equivalent.
  • Experience with partner community is required and understanding the competitive landscape is a plus.
  • Ability to sell within traditional IT hierarchy, as well as non-IT business units.
  • Excellent relationship building and creative consultative selling skills.
  • Must be able to engage and manage cross-functional/virtual resources as part of an extended team.
  • Strong verbal and presentation skills, including extensive experience leveraging virtual tools.
  • Proficient in Salesforce, Outlook, Excel, PowerPoint. Word, GoToMeeting, WebEx
  • Enthusiastic and creative team player.
  • Understanding of large business organizations and their buying cycles is preferred.
  • Able to travel approximately 30-40% of the time.