About You • 10 years of Enterprise Sales experience with a demonstrated track record of success exceeding sales quotas selling security, networking and/or software solutions. • 3 years leading a sales team focused on growing new business and new logos. • Strong hunter mentality: direct experience managing teams responsible for creating new demand, new customer acquisition, and sourcing new pipeline. • A winner, someone who holds themselves accountable to consistent over-achievement. • Successful experience closing complex Enterprise sales with multiple buying influences in new or emerging solution categories. • Experience managing and closing deals of $200K as well high value transactions above $1m. • Experience establishing and fostering strong relationships with potential partners and customers at executive levels. • Strong presentation and communications skills, competent translating technical features into business value. • Familiarity and experience using consultative, value-based sales methodologies (Force Management, Challenger Sale, MEDDIC, etc.) • Outstanding verbal, written, and presentation skills. • Comfortable working in a highly fast-paced environment. In this job, you will bring these skills • Recruit and hire a world class team of enterprise sellers, on time and on budget • Clearly articulate, manage and enable enterprise seller to hit all key productivity metrics and milestones of growth • Instill a disciplined approach to pipeline generation leveraging all available resources including field sales, marketing, channel partners, and sales development to accelerate new business. • Develop an overall account strategy for the region resulting in strong execution and collaborative team selling. • Partner closely with Sales Engineering to deliver outstanding product demonstrations and a repeatable technology validation / proof-of-concept program. • Build a strong partnership with existing customers that focuses on value realization and customer retention delivered through high renewal rates, rapid upsell expansion, and customer referrals. • Effectively forecast monthly/ quarterly revenue to executive leadership through disciplined deal inspection and forecast methodology. • Develop strategic relationships with existing channel partners and the development of new channel partners. • Facilitate Quarterly Business Reviews to measure sales productivity, plan execution, and progress against strategic objectives. • Identify, cultivate, and close new business at executive levels (CISO/CIO/CTO) in enterprise accounts within the designated territory. Role Responsibilities and Deliverables • Own responsibility for the sales team in your defined territory with the goal to overachieve new annual recurring revenue quota for the region. • Work with your team to focus on selling to enterprise accounts (>3k mailbox organizations) from initial conversations through signing a contract and up-selling once they’re a customer. • Recruit and hire a team that meets the projected productive capacity of the region while staying within budget. Build and maintain a bench of future candidate relationships to stay ahead of team changes. • Lead a data-driven business that develops each Account Executive in the most critical areas to advance their skillset and NARR results. • Maintain relationships with key region customers to ensure timely renewal and upsell opportunities • Be a voice for the customer/prospect with internal teams including Sales Engineering/POV team, Product and Marketing to ensure appropriate prioritization to close more revenue.