Regional Sales Director

Overview

Lead a regional team of Commercial Account Executives and own the full sales cycle for organizations with IT security needs, selling Delinea's identity security solutions directly and through channel partners.

What you'll do

• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts
• Communicate job expectations; plan, monitor, appraise, and review job contributions; plan and review compensation actions; enforce policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews, preparing action plans, implementing production, productivity, quality, and customer-service standards, and identifying trends
• Meet regional sales financial objectives by forecasting requirements, preparing an annual budget, scheduling expenditures, analyzing variances, and initiating corrective actions
• Establish sales objectives by creating a sales plan in support of national objectives
• Maintain and expand the customer base by counseling Enterprise Account Executives, building and maintaining rapport with key customers, and identifying new customer opportunities
• Recommend product lines by identifying new product opportunities and service changes, surveying consumer needs and trends, and tracking competitors
• Define go-to-market strategy and establish and develop the regional team
• Support and close deals with Enterprise Account Executives and Account Executives
• Consistently meet or exceed objectives and sales targets
• Focus on opportunity creation via partner and end-user engagement and deal registration push
• Work with clients directly and through channel partners to close deals
• Stay current with industry changes and trends and build expertise in Cybersecurity

What you'll need

• 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
• 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 five to six 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

Nice to have

• Experience using Salesforce
• Working knowledge of Information Security and/or Network Architecture
• An established book of business in the region

Details

• Location: U.S. Remote
• Reports to the Vice President, Commercial Sales
• Background check, verification of education and employment, and review of publicly posted social media required upon conditional offer