Regional Sales Director

Reporting to the VP of Sales, the Director, Regional Sales Canada is a critical leadership position responsible for strategy and operations of a team of highly skilled, seasoned sales professionals consisting of Strategic Account Managers, Regional Account Managers, and Channel Account Managers.

Job Responsibilities:

• Will be responsible for building and managing a sales team to achieve regional quota.
• Accurately manage and report monthly on all aspects of pipeline and forecast for the region.
• Must possess strong leadership skills and the ability to build a complex sales strategy to ensure both short- and long-term goals, objectives, and quotas.
• Act as the front-line executive who recruits, hires, develops, and manages a tiered sales team.
• Works closely with new as well as established channel partners to generate new business opportunities.
• Assists in opportunity qualification and risk assessment.
• Responsible for validating/endorsing the technical solution for the deal. Works with delivery to assure that solution design can be properly delivered.
• Leads team in developing and substantiating a winning value proposition that meets the needs of the customer, including analyzing critical business drivers and risks.
• Lead negotiations for large complex global deals.
• Proactively manages all resource requirements throughout the deal pursuit.
• Helps in the transition of deal leadership to permanently assigned management to ensure seamless asset transfer, personnel transfer, technology, and process adoption.

Qualifications:

• 8+ years of high-level management experience to direct reports in a fast-paced, highly competitive, ever-changing sales environment
• Minimum of 10 years in quota-carrying sales role with demonstrated achievement
• Proven ability to work effectively with and across all levels of business contacts within very large and complex organizations
• Extensive experience negotiating large complex deals with extremely complex terms, conditions, price pressures, and considerations
• Proven track record working with channel and technology partners to build strategic and cooperative sales campaigns together
• History of coordination within an internal set of multi-functional teams such as Sales Engineers, Inside Reps, Field Marketing, Professional Services, and Channel Management to ensure target quotas as achieved and exceeded.
• Highly developed business development, negotiation skills, and ability to influence contract content.

Knowledge & Skills Required

• Self-starter who takes initiative and works with limited direction
• Strong communication (written and verbal) and presentation skills, both internally and externally
• A highly trusted individual who maintains and expects high standards for self and team
• Analyzes available data and makes decisions that are best for Our Client
• In-depth knowledge about the customer’s business, strategy, and challenges.
• Familiarity with program & project management methodologies.
• Leadership skills in directing pursuit and/or delivery teams with many indirect reports.
• Highly developed consultative approach, solution selling, and business development skills with an ability to consult with CEOs of global companies.
• Acts as an executive sponsor for more than one project.

Education/Experience: BA/BS degree or higher preferred Minimum of 10 years experience in the security/networking industry

Travel: Ability to travel 30 – 50% of the time