Regional Sales Manager - Major Accounts - IT

The Regional Sales Manager, Major Accounts will report to the VP of APJ. Our Major Account Reps will have the capability and knowledge to navigate complex business hierarchies within large, strategic enterprises, typically more than 10k users in size. 10+ years of selling complex enterprise solutions to Sr. IT and CxO levels, preferably in SaaS and Network transformation is typical for success.

The Regional Sales Manager will take ownership of revenue generation, develop new opportunities, manage pipeline, build & execute account strategies, close large enterprise-level deals, and lead customer expansion for our award-winning Cloud-based Security as a Service Platform.

Responsibilities/What You'll Do : 

- Identify, research and formalize a comprehensive territory strategy using all the resources provided you, which include: field marketing, inside lead/demand generation, channel/partner alliance teams

- Establish and develop a strategy for creating demand within your named accounts or assigned territory.

- Drive complex sales-cycles which include our entire portfolio of services and present to Director, VP, and C-level executives.

- Work effectively with senior management and corporate counsel, negotiate contracts and provide all follow-up to deliver signed contracts

- Document daily sales activities in Salesforce, prepare accurate reports and forecasts, manage pipeline and perform other tasks necessary to drive sales revenue and communicate activities to sales management.

- Develop your pipeline through a combination of cold calling, targeted account marketing, targeted account events, email campaigns, market sector knowledge/intelligence and by working closely with our channel partners on account mapping.

- Collaborate with Marketing to develop and/or execute in-territory or vertically-focused field marketing campaigns to drive awareness and lead generation

- Deliver quarterly business reports to Sales Leadership on the health and engagement status of the territory, target verticals, solution requirements, key competitors, etc.

Qualifications/Your Background : 

- Our strong preference is a validated successful background in selling either Internet and Security technologies such as SWG, Sandboxing, FireWall, DLP, and VPNs or Network transformation technologies such as MPLS, SD-WAN or WAN Optimization. Alternatively, we would consider someone with a successful track record in Enterprise SaaS sales.

- You have a working knowledge of web-based security and network infrastructure, Security Proxies, such as NGFW, SSL/IPSec VPNs, and Firewalls.

- You are a proven solution seller with a strong track record of consistent Enterprise sales overachievement with customers of over 2000 users.

- You have worked with ISP & Reseller Channel partners and have a deep understanding of a channel centric go to market approach.

- You demonstrate different influencing styles as appropriate to a situation while demonstrating a history of successfully building and maintaining trusting relationships with associates and customers.

- You are persistent, despite obstacles, opposition or setbacks and you will consistently convey a sense of urgency and drive issues to closure

- You will be able to travel frequently within your region
 
What You Can Expect From Us: 

- An environment where you will be working on cutting-edge technologies and architectures

- A fun, passionate and collaborative workplace

- Competitive salary and benefits, including equity

- The pace and excitement of working for a Silicon Valley Unicorn