Regional Sales Manager - Southwestern US

About the role

The Regional Sales Manager will support the Southwestern United States, working to forge and grow new business partnerships and collaborations within key vertical markets as well as manage, strengthen, and nurture existing partnerships. Working in close collaboration with the Senior Sales Director, USA, the RSM will align growth initiatives and business development plans and will be responsible for all sales and growth initiatives within the territory.

Key Responsibilities

• Develop detailed account plans that address the complexities of opportunities with long sales cycles
• Develop and provide professional quotations and proposals in a timely manner to meet or exceed customer requirements
• Review drawings, create block diagrams and equipment schedules based on customer specifications to provide accurate and reliable quotes
• Achieve regional bookings and revenue targets in the territory
• Work closely with the sales support teams to provide guidance and feedback on customer requirements
• Manage the territory pipeline, growth opportunities and expand the territory customer base
• Demonstrate the full range of products sold by the company; knowledge of each product family and the application of each is a requirement of the position
• Build and maintain strong, long lasting customer relationships; communicate the voice of the customer to appropriate internal departments
• Partner with customers to understand their business needs and objectives
• Effectively communicate the value proposition through proposals and presentations
• Understand vertical-specific landscapes and trends; report on forces that may require a shift in tactical budgets and strategic directions
• Review activity reports to provide revenue forecasts
• Work closely with Operations on timely customer demand fulfillment
• Use SalesForce tool to adhere to standard processes during all sales stages

Requirements

• Demonstrated success selling complex technical solutions to executive decision-makers, including understanding of the key drivers that affect sales through direct and indirect channels and how to use those levers to achieve desired outcomes
• Previous experience working through long sales cycles of three to six months and deal sizes within $50K - $500K range
• Provide leadership in securing new customers and strategic partners, assume responsibilities for selected customers and partners and nurture those relationships to grow revenues and develop new revenue-generating opportunities
• Metrics driven – managing goals, pipeline, and performance through data
• Experience and proven ability to manage and collaborate as a remote member of the sales team
• Strong interpersonal skills with a proven ability to establish a strong external network to achieve deliverables, both through direct accountability and cross-organizational influence
• Proven track record of achieving sales, retaining customers and generating profitable growth
• Able to make quick sound decisions even in the absence of concrete data
• Commitment to exceed customer expectations and contribute to a high level of customer satisfaction
• Technical knowledge of IP Security (SW and HW)
• Strong communication skills (verbal, written, persuasion and presentation) with a demonstrated ability to present to all levels in English
• Demonstrated ability to multi-task and work in a dynamic, fast-paced setting
• Proven ability to work well under pressure and handle stress personally and professionally
• Ability to develop and maintain a network of professional contacts in the territory
• Proven ability to learn new technology to design and sell technological solutions
• Experience working with Salesforce or other CRM platforms
• Willing and able to travel extensively

Benefits

• Deep industry roots, with more than 40 years of experience and expertise
• An opportunity to work with a globally dispersed and supportive team of professionals who take pride in sharing technical knowledge and brainstorming solutions
• A continuous improvement mindset with innovation as the cornerstone; product and process development, engineering and enhancements continually evolve to keep up with industry needs and demands