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Sales Director, Arizona (CO, NM, UT)

Overview

In an age where detection and prevention are necessary but not sufficient for global enterprise cyber security, RedSeal is an enterprise software company providing a platform to assist clients in establishing a resilient cyber capability in light of today’s and future cyber threats.  Specifically, RedSeal’s capabilities of network modelling and measurement of cyber readiness and resilience is core to the modern cyber strategy.  Selling RedSeal is a multi-department and persona engagement starting with a modest, focused initial deal but quickly spreading across the enterprise over possibly several years as the clients develop an enterprise wide view of the network and security capabilities using RedSeal.  The company seeks sales directors who have a proven track record of developing long-term relationships with Global 5000 clients, as well as navigating horizontally through various departments and up and down vertical elements of the enterprise organization.  As such, sales directors must be able to develop sales plans for a particular client with near and longer-term objectives, including engaging all of RedSeal’s resources, where necessary, with the goal of becoming a trusted partner of RedSeal’s customers.

Performance Objectives

  • Meet and exceed both quarterly and annual bookings goals.
  • Create and develop pipeline of qualified opportunities to capture new logos, and expand the platform within current customers.
  • Accurately (90% or better) forecast monthly, quarterly and annual close rates.
  • Achieve 95% or better support renewal rate for existing customers.
  • Maintain up-to-date information (activities, next steps, support cases, technical blockers, etc.) on active pipeline opportunities within Salesforce.com.
  • Create account-specific strategy and plans for Top 10 Expansion opportunities.

Additional Responsibilities

  • Build and maintain trusted relationships with associates and customers.
  • Coordinate and collaborate with the Customer Engineering (pre-sales) and Professional Services (post-sales) organization to ensure the availability of technical resources to meet customer and sales requirements.
  • Develop deep understanding of RedSeal Platform capabilities and the Digital Resilience value proposition in order to present to multiple persona (technical user through executive) within current and prospect customers. 
  • Understand and effectively navigate complex procurement processes by building executive relationships with key purchasers and influencers.
  • Develop business strategies and solutions for complex and multi-faceted customer problems.
  • Coordinate with appropriate RedSeal groups to generate and deliver winning proposals, RFI/RFP responses and Statements of Work.
  • Maintain, track and report standardized sales metrics to leadership on a regular basis.
  • Provide periodic reports, as required, to management on key opportunities, new business, business at risk, market trends and the competitive landscape, including pricing and feature sets.
  • Provide customer feedback to other RedSeal teams regarding product, market development, and other sales opportunities.
  • Influence and negotiate with peers, partners and customers using a Win/Win philosophy.
  • Identify and attend industry forums, tradeshows and events, as required. 

Required Qualifications/Skills

  • 10+ years’ experience selling enterprise software in the network and/or security industry; additional experience with SDN and hybrid-cloud environments preferred. 
  • Bachelor’s degree.
  • Experience using consultative solution-selling methodology with complex, enterprise customers.
  • Successful track record of sales to specific verticals:  Finance, Healthcare, Retail, Energy, High Tech preferred.
  • Ability to develop multi-year sales strategies to expand footprint within large enterprise customers.
  • Track record and confidence for closing large seven figure, enterprise deals that require working with and support from multiple customer constituents.
  • Ability to translate technology into compelling value-propositions for enterprise customers.
  • Strong communication and executive-level presentation skills.
  • Ability to work across the company to garner appropriate resources, develop sales strategies.
  • Deep understanding of how to build a territory/region in a fast growing, dynamic environment.
  • A high sense of urgency and a passion for serving the customer.
  • Excellent leadership skills with the ability to work independently and to drive closure of issues in collaboration with cross functional organizations at all technical and business levels.
  • The ability to adapt to changing requirements, multi-task and prioritize and reprioritize responsibilities.
  • Strong analytical, organizational, project management and time management skills.
  • Ability to quickly understand and articulate new technology.
  • Experience using SalesForce.com and/or similar CRM tools.
  • A proven track record of quota achievement.
  • Excellent customer relationship building and interpersonal skills.

Other Job Details

  • This position reports to the VP of Sales, Western U.S.
  • Domestic travel required.

 

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