Manage, direct, and drive a named enterprise sales team responsible for sales into Named Enterprise accounts.
Responsible for the development and performance of all sales activities in assigned market. Staffs, directs, and drives a sales team and provides leadership towards the achievement of quota, growth, and forecasting accuracy. Establishes plans and strategies to expand the customer base in the region and contributes to the development of the team.
Responsibilities
- Manage and motivate a team of Named Account Managers responsible for growing sales within the Mid-Enterprise market
- Develop account plans with each NAM (Named Account Manager) to achieve goals and exceed quota responsibility
- Serves as lead contact responsible for the flow of information to/from executive management
- Works closely together with the NAMs in order to maximize the primary business focus and serves as team leader responsible for the quality and success of activities in the territory
- Develops relationships with key decision makers, influencers and partners
- Manages effective working relationships with assigned regional RAMs, System Engineers, Marketing associates, TAC, and Professional Services team members.
- Consistently builds and delivers on an accurate territory forecast
- Travels with regional NAMs and SEs to assist them in building pipeline, closing opportunities, and accurately forecasting.
Required Skills
- 5+ years experience managing a team
- Experience in the network security industry
- A proven track record of significant over-quota achievement and demonstrated career stability
- Proven ability to sell solutions to both VARs and mid-enterprise end customers
- Success in closing project-based deals
- Selling experience must include one of the following : 1) Firewall/VPN, 2) AV 3) IDS/IDP
- Excellent presentation skills to executives & individual contributors
- Excellent written and verbal communication skills
- Goal oriented individual, with vast interpersonal managerial skills, strong business acumen and positive leadership abilities with proven results in mentoring, motivating and developing teams.
- The Area Director Mid-Enterprise is required to customarily and regularly work outside of their office or home office engaged in selling, including travel as needed to make a sale.
Education