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Regional Sales Director

Posted on Jun 1, 2020 by Gigamon

Washington, WA 20001
Sales
Immediate Start
Annual Salary
Full-Time

This position will have responsibility for selling into selected US Intelligence Community (IC) agencies in Virginia, Department of State and other US Federal defense and IC agencies. As a direct sales position, you will identify, qualify and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, who can use his or her direct sales talent to expand adoption of Gigamon capabilities. Duties also include development of business strategies and solutions for complex and multi-faceted customer problems, and internally provide advice to support the overall growth strategy for driving Gigamon's business activities in the US Federal Government.

Primary Duties & Responsibilities

Must be a team player and collaborative with other teammates

Must be smart, creative and aggressive

Advanced level of specialized knowledge, with record of sales success; expert in the field

Responsible for the sales of company's products through Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government

Experienced selling with and through Federal Systems Integrators to position Gigamon for program success

Achieves sales goal by the growth of existing accounts and the development of new accounts

Maintains database of customers and partners and enters that data and interactions with customers in Salesforce.com

Uses available resources to develop effective sales calls. These resources include opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees and sample requests

Sells new and existing products, discovers new opportunities, and secures incremental business through VAR channel and independent sales activity

Assists and collaborates with assigned Inside Sales Representative to expand existing accounts and penetrates new accounts by targeting accounts and buying influences by name/title to schedule meaningful sales activities (eg, WebEx and face-to-face Sales calls)

Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects

Explores, identifies, and communicates potential opportunities with the Sales, Marketing and Product Managers

Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities

Forecasts with a high degree of accuracy through Salesforce.com

Attends industry and vendor shows and meetings as required

Provides timely communication and follow-up to customers and partners, consistently meets the customers' expectations

Provide pertinent market and competitive information to the organization

In collaboration with Product Managers, develops short and long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions

Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits

Represents Sales group on cross-functional team interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines

Researches and analyzes the territories and the company's markets, competition and product mix; makes presentations on new and existing products to current and potential customers

Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities

Devises new approaches to problems encountered, shares approach with Sales, Marketing and Product Management

Uses a wide application of complex principles, theories and concepts in the specific field

Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts

Assists in providing training to lower level Sales staff

Other duties as assigned

Education/Experience

10+ years of direct selling experience in the Networking or/and Network Security space

Track record of success as rookie of the year, President's club, YoY attainment of quota

Excellent consultative, solution selling skills to all levels within organizations

Exceptional communication and presentation skills a must

Reside in region, track record of relationships with local major accounts and channel partners

Experience with Salesforce.com. Disciplined around forecasting

Bachelors degree in Business, CIS, or related field preferred

Background in sales engineering, or training in CS, IT, EE a plus

Ideally you would have a Top Secret/SCI Security Clearance

Reference: 895484114

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