Sales Director

Summary

Join Graylog as the Sales Director- North Central and sell our comprehensive TDIR solution, encompassing Graylog Operations, Graylog Cloud, Graylog Security, and Graylog API Security, to enterprise IT environments. You will manage the sales cycle, identify key accounts, build channel communities, and utilize available systems for forecasting and pipeline management. This role requires thorough experience selling ROI-driven networking/security solutions or enterprise software solutions to C-level decision-makers, a proven track record of closing deals, and strong communication skills. The position is based in the North Central region, ideally in Chicago, with 25% travel required. Graylog offers a remote-friendly work environment, a diverse team, professional development opportunities, equipment allowance, commute cost support, and equity.

Requirements

• Thorough experience successfully selling ROI-driven, networking/security solutions or Enterprise Software Solutions to C-level decision-makers
• Prior experience and ability to navigate large organizations to gain an audience with C-level executives and gain their trust
• Track record of closing deals over six figures
• Pipeline development methodology that’s proven successful
• Previous experience of working opportunities that have a 6–12 month sales cycle on average
• Detailed understanding of forecasting accuracy and ability to thrive in a fast-paced, high-growth, rapidly changing environment that requires urgency to exploit opportunities
• Previous experience selling SaaS solutions to commercial customers in this region
• Ability to communicate the technical and business value of Graylog solutions effectively to all prospective stakeholders
• Excellent written and verbal communication skills, strategic selling skills, and skills in analyzing and evaluating territory dynamics to develop and implement a sales plan
• Based in region ideally in Chicago, Illinois or surrounding areas
• Willingness to travel 25% or as business needs require

Responsibilities

• Manage the sales cycle from qualified lead to customer for all opportunities in the assigned territory
• Identify key accounts, critical contacts within the accounts, the incumbent technology and the partner with the strongest relationship
• Establish and build channel community as a prospecting mechanism
• Identify current objections (price, product, competition, political factors) up front in the process
• Breakdown a procurement cycle from start to finish step by step
• Utilize all systems available to identify contacts, forecasting, pipeline management, and leverage reports to drive business, and create quotes
• Develop a deep understanding of product capabilities and value proposition
• Implement aspects of territory and account management and development; identifying accounts with high "close" potential, qualifies and forecasting time frames to close business
• Preparing standard quotations and proposal information as needed; working with other departments to create and finalize contracts
• Assuming a consultative role in dealing with technical issues; utilizing solutions-selling methodology, strategic concepts, and techniques

Preferred Qualifications

Log Management, SIEM, API Security or relatable security solution experience desirable

Benefits

• Opportunity to work with a globally distributed and diverse team
• Grow and develop professionally and personally in a fast-growing environment
• Choice of latest equipment to help you succeed
• Monthly allowance to support your commute costs and support outfitting your work-from-home environment
• Equity. We have a stake in you, you should have a stake in us
• Remote-friendly work environment