Area Vice President – West/South Central

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of sales teams within the specified region, managing multiple frontline Sales Leaders and their teams.

• Propel the achievement of new annual recurring revenue targets for the area.

• Manage the complete deal cycle for named enterprise accounts with over 3,000 mailboxes.

• Recruit and onboard enterprise sellers and leaders while fulfilling projected productivity capacity and creating a future candidate pool.

• Establish productivity benchmarks and growth targets for leaders and sellers to ensure consistent success.

• Create a disciplined pipeline generation process utilizing field sales, marketing, channel partners, and sales development.

• Design and implement the regional sales strategy with a collaborative team-selling approach.

• Mentor Leaders and Account Executives through data-driven coaching that emphasizes skill development and NARR outcomes.

• Collaborate with Sales Engineering Leadership on product demonstrations and a repeatable proof-of-concept initiative.

• Foster customer relationships that emphasize value realization, retention, renewals, upsell opportunities, and referrals.

• Predict monthly and quarterly revenue for executive leadership through deal analysis and a consistent approach.

• Expand strategic partnerships with current channel partners while also developing new relationships.

• Conduct Quarterly Business Reviews that assess productivity, plan implementation, and strategic goals.

• Act as an internal advocate for customers among Sales Engineering, Product, and Marketing teams.

• Identify, nurture, and secure executive-level enterprise business with stakeholders including CISO, CIO, and CTO.

⛳️ Requirements

• Over 10 years of Enterprise Sales experience with a proven history of exceeding quotas in selling security, networking, and/or software solutions.

• More than 5 years of experience leading a sales team focused on acquiring new business and logos.

• At least 2 years of second-line leadership experience managing frontline sales managers.

• Demonstrated ability to lead and nurture other leaders, including coaching managers on pipeline discipline, performance management, and team development.

• Experience in strategic planning and execution across a multi-team or multi-region area, which includes territory design, headcount, capacity planning, and resource allocation.

• Direct experience managing teams responsible for generating new demand, acquiring new customers, and sourcing new pipelines.

• A consistent record of sustained over-achievement.

• Proven success in closing complex enterprise sales involving multiple buying influences.

• Experience in managing and closing deals worth $200K+, including high-value transactions exceeding $1M.

• Ability to forge strong relationships with partners and customers at the executive level.

• Excellent presentation and communication skills, capable of conveying technical features as business value.

• Proficiency in consultative, value-based sales methodologies, including Force Management, Challenger Sale, and MEDDIC.

• Comfort in operating within a fast-paced, scaling environment.

• Successful completion of pre-employment checks is required to proceed to a final offer.

🏝️ Benefits

• Eligibility for bonus or incentive compensation.

• Equity eligibility.

• Comprehensive benefits package.

• Pre-employment checks conducted in accordance with applicable legislation and company security and privacy standards.