Regional Sales Director IAM
The Regional Sales Director will be responsible for new business sales and up/cross sell activities in the assigned territory, with a strong emphasis on sales performance and sales management. You will provide strategy, mentorship, guidance and skill development for your team.
Key Areas of Responsibility
Day-to-day management of multiple Regional Sales Managers & Channel Managers in order to maximise sales revenue and meet or exceed revenue goals.
Coaching the team on setting SMART goals, pipeline management, and accurate forecasting.
Implement and enforce Command of the Message sales methodology.
Achieve the annual quota attainment assigned to the region based on the combined quota numbers of all assigned sales managers.
Ensure CRM (SFDC) accuracy.
Represent the region and provide a clear vision and context for market opportunities.
Drive achievement of sales objectives including sales volume & new business development.
Supporting the team by attending customer meetings.
Accurately forecast annual, quarterly, and monthly revenue streams.
Ensure that sales goals and forecasts are consistent with the organisation’s long-range strategic objectives.
Collaborate with marketing, product management and other related parties to develop channel communities, sales campaigns and any other tools required to be successful in territory.
Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.
Ability to message, and sell to, C-Suite individuals at some of Thales’ most strategic customers.
Reviewing regional expenses and keeping within budget.
Responsible for hiring, training, and developing a team of highly effective Regional Sales Managers.
Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language
Substantial (>10 years) track record in sales, quota driven role selling data networking and / or security architecture products.
Extensive experience (>5 years) in leading a sales team with a quota.
Proficient understanding of solution selling process, sales strategy, sales execution, forecasting, pipeline and channel development.
Experience in setting up a strategy and executing on a multi-tier sales model, including field direct, inside and channel sales.
Bachelor’s degree in Computer Science, Business Administration or another related field of study or equivalent work experience.
Ability to manage time effectively in order to optimise productivity.
Excellent verbal and written communication skills; active listening.
Proven ability in Storytelling and excellent presentation skills.
Proficiency with MS Office products, such as MS Teams, PowerPoint, Word, Excel and Outlook.
3 to 5+ years of experience working with Salesforce.com.
Fluency in another European language besides English is desirable.
Preferred Qualifications
Experience selling IAM Solutions (CIAM, PAM, IGA).
Previous experience selling Enterprise SAAS Solutions.
Extensive experience in Consultative Solution Selling.