About the position:

The Vice President, Sales will be a key leadership role, responsible for developing and executing the sales strategy to penetrate and expand our presence within the Enterprise Market. This is a 2nd line leadership position, with Regional Sales Directors reporting directly to the VP, who in turn manage their own teams of account executives, business development representatives, and proposal specialists. This role requires a deep understanding of the Enterprise procurement process, strong relationship-building skills, and a proven track record of exceeding sales targets through a multi-layered sales organization. You will lead and develop a team of Regional Sales Directors, fostering their growth and the growth of their teams while driving revenue growth and market share.

Responsibilities:

• Sales Strategy Development: Formulate and implement a comprehensive sales strategy aimed at achieving revenue growth objectives. Collaborate with marketing, product development, and other internal teams to ensure alignment and enhance sales effectiveness.
• Team Leadership: Recruit, lead, manage, and cultivate a high-performing team of Regional Sales Directors, providing coaching and strategic direction that enables them to build and develop their own teams of account executives, business development representatives, and proposal specialists.
• Organizational Development: Establish clear performance expectations, cadences, and accountability structures across the regional leadership layer, ensuring consistency in execution and reporting across all regions.
• Customer Relationship Management: Build and maintain robust relationships with Enterprise customers, understanding their needs and customizing solutions accordingly.
• Opportunity Management and Development: Navigate intricate procurement processes, encompassing RFPs, RFQs, and contract negotiations.
• Contract Negotiation and Execution: Partner with cross-functional teams to negotiate and finalize contracts, ensuring a timely and seamless onboarding experience.
• Market Intelligence and Analysis: Remain informed about industry trends, market developments, and regulatory changes that influence the sales strategy.
• Process Improvement: Continuously assess and enhance sales processes, procedures, and tools across all regions to optimize overall performance and productivity.

Requirements:

• Over 15 years of executive sales leadership experience, including direct experience managing sales leaders (2nd line management) rather than individual contributors alone.
• A proven track record in selling security and networking technologies, including network security solutions such as Proxies, Next Generation Firewalls, SSL/IPSec, VPNs, Single Sign-On (SSO), Data Loss Prevention (DLP), and Encryption gateways.
• Demonstrated success building, scaling, and leading multi-regional sales organizations through a layer of Regional Sales Directors or equivalent frontline sales managers.
• Consistently exceeded sales quotas at both the individual region and aggregate organizational level, demonstrating a strong commitment to achieving and surpassing targets.
• Exceptional communication and interpersonal skills, enabling the establishment of robust relationships with customers, partners, and internal stakeholders, as well as effective leadership of leaders.
• Strategic thinker with strong problem-solving capabilities, adept at developing and executing complex sales strategies across a distributed regional structure.
• Solid business acumen encompassing financial management, contract negotiation, and operational leadership.
• In-depth knowledge of federal regulations, policies, and procedures that govern procurement processes.
• Proven ability to recruit, develop, and retain high-performing Regional Sales Directors, and to instill those same capabilities in the teams they lead.

Education:

• Bachelor's Degree or MBA preferred

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