RVP, Sales

Summary

Join Illumio's Sales team as the Regional Vice President for Sales North Central, leading a team of Enterprise Sales professionals in delivering Zero Trust Segmentation solutions to Fortune 1000 companies. You will be responsible for revenue growth, managing all aspects of the customer experience, and leading complex sales cycles. This role requires strong leadership, strategic thinking, and a proven track record of exceeding sales targets. You will cultivate senior-level relationships, recruit and onboard team members, and create a continuous learning environment. Success in this position demands tenacity, strategic and tactical skills, and a customer-centric approach. Illumio offers a competitive compensation package and a wide range of benefits.

Requirements

• 10+ years of successful leadership experience including field sales experience in the cybersecurity software/technology sector
• Proven track record of consistently meeting/exceeding annual team quotas and leading above performance targets
• Experience managing and closing NEW business within the Fortune 1000
• Strong business acumen, including the ability to drive results from both a revenue and profitability perspective
• Executive presence and C-suite savvy; exceptional interpersonal, written and presentation skills
• Thrives in a fast-paced, high-growth, dynamic environment with minimal direction
• Customer centric approach which includes a “hands on” philosophy style of leadership
• Self-starter with strong forecasting, sales operations, and CRM based process orientation
• Ability to travel up to 25%+

Responsibilities

• Grow revenues within the US North Central Region, managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction
• Cultivate senior level relationships across your accounts and channel partners
• Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale
• Provide ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes
• Effectively use and analyze data to recognize trends and anticipate challenges
• Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction
• Achieve quarterly regional Net New Annual Contract Revenue (NNACV) sales goals
• Recruit and onboard the regional sales team. Build a pipeline of qualified candidates based on our profile and in conjunction with our recruiting team through regular sourcing and recruiting efforts
• Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly
• Work with marketing team to create a demand generation plan to support pipeline development. Determine and enhance positioning and messaging based on prospect and customer feedback
• Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events the results in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle
• Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions
• Accurately forecast the region’s business each week
• Establish themselves as a trusted resource with customers and prospects
• Assess the current team and offer a slate of recommended changes
• Leverage their relationship to gain access and for feedback
• Be a competent sales practitioner themselves — be able to lead an executive sales call and deliver a compelling challenger pitch
• Develop an education oriented approach for continuous improvement in the field
• Work actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners
• Focus on customer product acceptance (absorption) and work with field and support teams on customer success. Lead company through renewal process with customers at various stages of customer acceptance
• Provide actionable market and customer feedback to the exec and product teams
• Collaborate with CRO in refining the go-to-market strategy and tactics

Benefits

• Medical, Dental, Vision Coverage
• Health and Dependent Savings Accounts
• Life and Disability Programs
• Paid Parental Leave
• Voluntary Benefit Programs
• Company Sponsored Wellness Program
• Wellness Reimbursement Program
• Retirement Savings
• Equity Opportunities
• Paid time off and Paid Holidays
• Employee Incentive Program