Senior Director, Field Sales – SLED

• Job Responsibilities
• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer‑service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
• Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Establish sales objectives by creating a sales plan in support of national objectives.
• Maintain and expand customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Accomplish sales and organization mission by completing related results as needed.
• Define go‑to market strategy and establish and develop regional team.
• Support/close deals with the Enterprise Account Executives and Account Executives.
• Consistently meet or exceed objectives and sales targets.
• Have a strong focus on opportunity creation via partner/end user engagement and deal registration push.
• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

Requirements

• Experience as an enterprise software sales executive selling to a corporate IT audience.
• Bachelor’s degree or equivalent.
• Exceptional leadership and people skills with proven success leading a regional team.
• Classic training in a proven sales methodology (i. e., Miller Heiman Strategic Selling, MEDDIC or similar).
• Experience working with Channel Partners.
• Experience selling into the SLED Market.
• Ability to conduct both executive level presentations and high‑level technical presentations.
• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
• Track record of success in identifying, cultivating and closing $5‑$6‑figure+ transactions.
• Ability to work and sell in a highly collaborative teamed environment.
• Detail oriented, relationship‑building skills, and a focus on a high level of customer service.
• Excellent written and verbal communication skills.
• Positive attitude and love of selling.
• Proven ability to handle, adapt, and overcome change.
• Focus and time management skills to work remotely.
• Hard Skills
• enterprise software sales
• sales methodology
• Miller Heiman Strategic Selling
• MEDDIC
• sales forecasting
• budget preparation
• sales planning
• customer service standards
• sales cycle management
• deal registration
• Soft Skills
• leadership
• people skills
• relationship building
• communication skills
• collaboration
• detail oriented
• positive attitude
• adaptability
• time management
• problem solving

Certifications & Qualifications

• Bachelor’s degree
• Industry Keywords
• SLED Market
• Channel Partners
• Cybersecurity
• regional sales
• customer opportunities
• strategic plans
• enterprise organizations
• complex sales cycles
• executive level presentations
• high‑level technical presentations
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