Associate Vice President Sales Americas

Key Areas of Responsibility

• Revenue Ownership
• Builds and executes sales strategies aligned with company objectives.
• Maintains pipeline health, forecast accuracy, and quota attainment.
• Balances new logo acquisition with expansion of existing customers.

Sales Organization Leadership

• Leads regional sales leaders, directors, account executives, and sales managers.
• Defines sales territories, quotas, compensation plans, and performance metrics.
• Recruits, develops, and retains top sales talent.

Go-to-Market Strategy

• Works closely with Product Management, Marketing, Customer Success, and Operations.
• Identifies new markets, customer segments, and growth opportunities.
• Aligns sales motions with product launches and business priorities.
• Coordinates with product teams on positioning and pricing.

Forecasting and Business Planning

• Owes sales forecasting and capacity planning.
• Reviews pipeline, deal progression, and risk factors.
• Reports performance to executive leadership.

Key Account and Deal Support

• Engages directly in strategic opportunities and executive customer relationships.
• Helps remove obstacles from major deals.
• Negotiates high-value commercial agreements.

Performance Management

• Establishes KPIs and sales methodologies.
• Conducts business reviews and coaching.
• Drives continuous improvement in sales effectiveness.

Minimum Requirements

• Bachelor's degree is required, business or IT related major is preferred.
• 8-10 years experience with increased responsibility within a well-established organization (global company preferred).
• 5-8 years management level experience.
• 5-8 years experience of regional responsibility.
• 5-8 years experience in managing cybersecurity business in direct mode and indirect mode via a network of channel partners in the Americas.
• 5-8 years in software security.
• Excellent management skills with the ability to effectively direct the team’s performance in the territory.
• In-depth knowledge of sales principles and practices.
• Excellent time management, communication, decision-making, human relations, presentation, and organizational skills.
• Strong motivator and influencer of team behavior.
• Strong relationship builder with both internal and external constituents.
• Able to accurately predict revenues, and to develop and execute on go-to-market plans that meet company objectives.
• Cross-cultural ability to accomplish objectives both at headquarters and in the field.