Mid Market Regional Director - West

About You

5+ years of SaaS Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions.4+ years leading a sales team focused on growing new business and new logos.Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline.A winner, someone who holds themselves accountable to consistent over-achievement.Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories.Experience managing and closing deals of $50K+ as well higher value transactions above $100K.  Experience establishing and fostering strong relationships with potential partners and customers at executive levels.Strong presentation and communications skills, competent translating technical features into business value.Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.)Outstanding verbal, written, and presentation skills.Comfortable working in a highly fast-paced environment.

In this job, you will bring these skills

Recruit and hire a world class team of enterprise sellers & leaders, on time and on budgetClearly articulate, manage and enable enterprise leaders & sellers to hit all key productivity metrics and milestones of growthInstill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business.Develop an overall sales execution strategy for the area under leadership resulting in strong execution and collaborative team selling.Partner closely with Sales Engineering Leadership to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program.Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals.Effectively forecast monthly / quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology.Develop strategic relationships with existing channel partners and the development of new channel partners.Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives.Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory.

Role Responsibilities and Deliverables

Own responsibility for the sales teams in your defined area with the goal to overachieve new annual recurring revenue quota for the region.Work with your leaders and their teams to focus on selling to Mid Market accounts from initial conversations through signing a contract and up-selling once they’re a customer.Recruit and hire a team that meets the projected productive capacity of the area while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes.Lead a data-driven business that develops each Leader and Account Executive in the most critical areas to advance their skillset and NARR results.Maintain relationships with key region customers to ensure timely renewal and upsell opportunitiesBe a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.

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Last updated on Aug 20, 2024