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Regional Sales Director, SLED

Company: Appgate
Location: Columbia
Posted on: November 22, 2021

Job Description:

About the PositionThe Regional Sales Director will be responsible for the sales execution of the short and long term pipeline within the region. This will include new prospect identification, engagement of 'C Suite' executives and development of existing executive relationships to further revenue opportunities. The Sales Director will work closely with sister sales organizations, the executive team, strategic alliances, marketing and regional sales leaders to build and execute a global sales strategy that takes advantage of industry and regional trends leading to long term revenue impact. This is role is chartered with driving a cohesive sales strategy across the State/Local Government and Higher Education (SLED) market and building a stronger vision, strategy, and the business processes needed for success.
Position Responsibilities

  • Responsible for the creation and execution of a short and long term sales pipeline to capture new and existing opportunities within SLED accounts across the region.
  • Identify relevant new business opportunities, ecosystems, partnerships and markets, gathering of market intelligence and design and drive "go-to-market" plans
  • Uncover and qualify opportunities that will accelerate and drive growth across regional SLED accounts.
  • Shape and execute global business development and sales strategy across senior level direct and matrixed cross-functional teams
  • Engage senior decision makers, CISOs, customer influencers, end-users and ecosystem partners to advance sales pursuits.
  • Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals.
  • Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deal
  • Align sales objectives to the corporate strategy and financial performance measures
    Experience & Qualifications
    • 5-10 years of Cybersecurity industry experience in a sales role; preferably with expertise in Networking Security. Must be high energy, aggressive with drive to expand capabilities in a small, high growth company.
    • Experience and demonstrated success selling into the SLED market. Deep understanding of procurement processes within State/Local governments and ability to institute a strong programmatic approach to being successful in this unique market segment.
    • Must have a track record of managing a territory including prospecting, leveraging appropriate partners, closing new logos and expanding customers based on land/expand sales strategy.
    • Exhibit strong existing relationships with Network teams or CISO organizations within SLED accounts.
    • Ability to manage complex sale with multiple stakeholders and consensus-based decisions.
    • Ability to drive customers to adopt new ways of doing things.
    • Requires strong understanding of security and network offerings.
    • Strong track record and demonstrated expertise in developing and maintaining strong industry, professional relationships; prefer CISO level engagement.
    • This position requires exemplary verbal and written communication skills; strong presentation skills preferred and ability to articulate value proposition and TCO.
    • Strong sales process skills.
    • Stakeholder management ability including channel partners.
    • Relevant technical and industry acumen.
    • Ability to work independently and deliver measurable results while working in a team environment.

Keywords: Appgate, Richmond , Regional Sales Director, SLED, Executive , Columbia, Virginia

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