Regional Sales Manager Astute Networks
Astute is growing and hiring the best in the industry.
We are seeking highly motivated individuals to manage accounts in territories throughout the United States. As a Regional Sales Manager you will be managing a growing business within the SMB space. The success of this business is measured by revenue, channel development, and by overall customer satisfaction.
Understand your clients? business and their challenges/opportunities as they pertain to the Astute ViSX solutions.
Develop and maintain broad and deep customer partnerships that involve building relationships at the CxO level and expanding relationships outside of IT.
Ensure that your teams are well-orchestrated and leveraged around relationships and opportunities, by communicating the vision and strategy for your territory, coordinating opportunities among team members and providing feedback as needed.
Create strategic and actionable account plans that define a clear growth strategy.
Develop and manage a healthy and predictable pipeline of qualified opportunities and strategic target accounts.
Close opportunities by continuously reinforcing business value through solution selling behaviors
Support territory channel growth through product and sales training, account mapping, buddy calls, etc. etc,,
Be the predictable and consistent interface from Astute into your customer accounts by building and maintaining relationships at various CxO levels and within the lines of business applications.
Develop relationships maps for your accounts that identify each contact?s power, purpose, value to Astute, and relationship links/power flows within the account.
Lead teams around account and opportunities by continuously reinforcing the vision for the account, mentoring team members and recognizing individual and team contributions.
Develop strategic and actionable account plans that include a vision/strategy for the accounts in your territory and map customer priorities to the vision/strategy.
Qualify opportunities by clearly articulating the opportunity return to Astute both strategically and financially.
Perform formal coordination of opportunities to appropriate opportunity owners and conduct formal, regularly scheduled team meetings to review progress in active opportunities.
Negotiate the terms and conditions of purchase agreements to deliver wins for both your client and for Astute.
Ensure that opportunity deployments take place by reinforcing the business value of deploying solutions and ensuring barriers are removed as necessary.
Key Success Criteria
Revenue targets are met or exceeded, with agreements signed and entered in Astute reporting systems.
Revenue equates with resources and time used to win the deal (e.g., effective total cost-of-sale)
Year-over-year increase in customer satisfaction and revenue attainment.
Astute is considered as a primary and trusted partner by the customer?s senior executives/business.
Ensure Channel Partners identify and develop opportunities in your territory account base.
Ensure that team members and partners communicate a consistent message to the clients.
Has defined account plans that includes a growth strategy (including Services, Marketing and partners as key growth enablers).
Account plans identify the big bets (Key Strategic Targets) and how the team is going to win these.
The pipeline is adequate enough to meet revenue goals, with the right balance of short-term revenue opportunities and longer-term strategic opportunities.
Pipeline derived revenue correlates with your account/territory plans.
Knowledge, Skills and Experience:
Essential Experience ? 8+ years of proven sales experience in Enterprise accounts and a track record of success working with channel partners. Excellent verbal and written communication skills with equally good listening and qualification skills. Extensive experience working in ?virtual? account teams-field sales, inside sales, technical specialists, partners, and leading these teams towards a common vision/strategy /outcome for each account.
Start-up experience a plus. Must have a demonstrable track record of territory development, growth in accounts, account penetration levels, revenue growth and customer satisfaction. Direct experiences with multi ?tiered customer and distribution relationships. Hardware and/or software sales to IT environments with a preference for storage, required. An evangelist for Astute, our technology and our products.
Technical /Functional Skills ? an understanding of Astute technologies and our industry. An overall passion for sales within a technology environment and for the business value it drives.
Personal Attributes ? highly motivated team leader with a mature and positive attitude and a passion for working with clients and partners on driving the sales of Astute technologies and services to meet clients? business challenges and opportunities.
Qualifications ? Degree qualified (bachelor?s degree required, Master?s/MBA preferred), with 8+ years of proven IT sales experience. Additional sales or marketing qualifications centered on driving business value through the use of technology.
Related industry knowledge in Education, Healthcare, Manufacturing, and State ? Local ? Federal Government.
Previous employment at one of the following companies is a plus, HP, Dell, EMC, NetApp, Whiptail, NexGen, Nimbus, Tintri, Tegile, Hitachi Data Systems, Violin Systems, Cisco, and Microsoft.
Cultural Mandate ? Hardworking environment that actively leverages team based activities and efforts to create success. Open communicator interested in outperforming relative to expectations. Skilled human interface capabilities balancing sales activities with value based entertainment requirements
Personal Characteristics ? Must align with company Core Values and Competencies of Integrity, Accountability, Passion and Innovation along with Responsiveness, Adaptive, Teamwork and Technical Excellence. In addition must be well organized, open communicator, personally mature and with an ownership of responsibility to create success. An optimist who either sees the glass half full or drives to fill it.
--- If you don?t have the experiences, skills, characteristics ? DO NOT APPLY.
No Relocation available.
Opportunities exist in several geographical areas, please share your specific qualifications for consideration.
||16516 Via Esprillo |
San Diego, CA 92127