Senior Director, Regional Sales

Summary

Join our EMEA sales organization as a Senior Regional Director to oversee and motivate sales teams, implement sales plans, develop new business, and expand existing business.

Requirements

• High-growth Sales leader with demonstrable track record of success in both Channel and Direct Touch Leadership
• Proven ability to ramp, coach and develop the teams rapidly and successfully
• Knowledge of the market (customers, companies, competitors, key players, existing contacts)
• In-depth knowledge of how Value is positioned to partners and end customers
• Experience in managing to budgets, example T&E and MDF
• Experience in Two Tier Channels and experienced in managing all aspects to success
• Excellent C-level communication skills
• Experience in leadership roles focused on developing and managing new sales and achieve objectives with a team led approach within
• Strong but balanced personality with high integrity and work ethic, checked ego, non-political, ability to self-analyze and self-motivate. Positive energy, collaborator, winner attitude
• Experience in territory management and planning at the regional and account levels
• Contract negotiation and deal forecasting experience
• Proven experience in running multiple countries
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers
• Willing to travel as needed throughout the region
• Remote, home office based – proven experience of working and succeeding in such an environment
• Fluency in English and French is essential, additional languages such as Italian and Spanish would be an advantage
• Bachelor's Degree desirable, MBA preferable

Responsibilities

• Manage the A-Team: Manage a team of End users sales directly, Channel Account Managers, and Senior Manager, Regional Sales and their Team, with also having matrix inside sales teams for channel and direct touch to execute strategy in the region
• Build and Implement Strategic Plans: Develop and execute evolving revenue plans
• Lead the Sales Team in following sales methodology and best practices, as well as ensuring proper use of CRM system, and company KPIs
• Create Trust-Based Relationships: With Partner and Customers for the long term
• Manage the Front-Line Voice of SonicWall: Effectively communicate the value proposition through proposals and presentations, also in the media
• Read the Market: Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of partners and customers
• Create Revenue Predictability: Produce weekly forecasts based on pipeline trends and deal assessments
• Establish company sales growth plans and investment capacity requirements. Develop annual sales quotas, performance objectives, and plans for the region
• Partner with parallel teams to create, implement, and manage a complete revenue process from prospect, to sale, to maintenance of ongoing client relationships
• Partner with Marketing: Contribute to top-of-funnel outreach efforts, target acquisition, and nurture campaigns, Responsible for the MDF ROI for the region