About the Role:
Provide management oversight to Regional Sales Managers within the Southeast Majors accounts region to drive all pertinent issues related to sales strategy and goal attainment.
What You'll Do:
Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
Communicate corporate strategy to employees within your Region.
Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development, customer satisfaction and collateral material development and distribution.
Establish short-term and long-term goals and quotas in line with corporate objectives.
Identify needed resources for supporting sales strategy and develop a proposed budget for Senior Management review.
Identify and qualify important sales opportunities at the management level.
Act as coach, mentor and educator to all Regional Sales Managers within your region.
Select, develop, and evaluate personnel to ensure sales goals are met.
Keep senior leadership informed of key issues and changes which may impact expected business results.
What You'll Need:
Strong verbal and written communications skills, including presentation skills.
Passionate relationship building and negotiating skills.
Ability to work collaboratively with functional peers across functions including the Channel, Marketing, Sales Operations, System Engineering, Services Customer Support, and Product Development.
Strong understanding of Cybersecurity technologies and competitive offerings in the marketplace.
Experience with target account selling, solution selling, and/or consultative sales techniques.
An aptitude for understanding how technology products and solutions solve business problems.
Experience as a successful Regional Sales Manager with a track record of exceeding assigned sales quotas in contiguous, multiple years.
Demonstrated experience working with Sales organizations and technical teams.
Experience with developing budgets and predicting project costs.
A demonstrated ability to manage professional level employees.
Ability to foster a positive work environment and attitude.
Ability to work remotely and able and willing to travel on short notice, up to 50% of the time.
Management:
This individual uses their management and technical skills to develop, modify and execute company policies that affect operations and may have a companywide effect.
The scope of responsibility for this person includes implementing strategic policies and establishing and adhering to budgets, schedules, work plans, and performance requirements.
This individual manages the coordination of activities of a Region, with full responsibility for oversight in terms of costs, methods and staffing.
May act as an advisor or subject matter expert.
Sets revenue targets and ensures targets are met.
Education and Experience:
8+ years of experience as an individual contributor selling and 5+ years as a people manager is required.
Experience leading sales organization that practices MEDDPICC framework for opportunity qualification
Track record of implementing repeatable, winning sales process
Experience as a "front line" sales manager leading a sales team selling into Enterprise and Major accounts highly preferred.
A Bachelor's degree required; or equivalent experience is required. A Master's degree is desirable.