Position Summary:
We are looking for a Vice President of Sales to manage, direct and drive sales of Company, Western Region. Create and implement strategic plans focused on attaining enterprise-wide deployments of Company products and services. Develop executive relationships with key buyers and influencers in major accounts and leverage these relationships. Coordinate with appropriate internal groups to generate and deliver winning Contract Bids, Proposals, RFI/RFP Responses, and Statements of Work. Negotiate terms of business with clients to achieve win/win results that provide the basis for strong ongoing relationships.
Day to Day:
- Works with the Company Executive Team to define priorities within the territory, and proactively engages with targets to build awareness, prioritizing market verticals, identify opportunities, develop sales pipeline, deliver revenue goals and partner capabilities.
- Oversees/Supports regional business development activities and marketing events as required.
- Qualifies and validates opportunities, creates and delivers winning strategies and account plans to ensure that Company is selected in the sales cycle.
- Supports the team to identify key customer influencers, decision makers and executives, and helps develop deep and wide relationships within each account or opportunity managed.
- Manages cross-functional resources and account teams to support the sales teams as part of any RFI/RFP responses, formal evaluation processes, and other selling situation.
- Leads team to sell through channel organizations to end users in coordination with channel sales resources.
- Ensure channel partners co-exist effectively and that pricing/margin models are assured.
- Where necessary include full financial justifications for specific marketing/sales costs initiatives.
- Ensure the Salesforce.com system is accurate and kept up to date with all activities and correspondence.
- He/she will be responsible for ensuring compliance with the information security policies and ensuring that the members of his/her team are aligned too.
Required Skills and Experience:
- 10+ years of experience as a proven sales leader in the cyber and/or app security industry.
- Has extremely high authority/opportunity to set and negotiate pricing, terms and conditions, and/or marshal resources across multiple disciplines/functions to serve the channel and customer accounts.
- Has a deep understanding of business, financials, products/services, the market or the needs/challenges of assigned territory.
- Must be self-motivated & have strong communication skills regarding communicating up to date information regarding the Central Region to Company Leadership Team
Territory/Account Planning:
- Sets own territory/account management objectives and plans; may provide input into colleagues’ planning activities.
- Coordinates and integrates information/resources and leads teams in the channel sales process.
- Proven track record of leading teams to identify, pursue or manage enterprise accounts/opportunities with large size/strategic importance/risk of loss.
- Has established relationships and reputation in the market.
- Anticipates and understands channel/account needs, feedback and objections, and identifies and explain