Regional Sales Manager, Mid-Market

Centrify   •  

VA

Industry: Software

  •  

5 - 7 years

Posted 347 days ago

Do you have a passion for quality and innovation?

If so, you'll be right at home at Centrify. We are always looking for talented, motivated individuals who would like to help us design, build, sell and support the next generation of integrated software solutions as we redefine security from a legacy static perimeter-based approach to protecting millions of scattered connections in a boundaryless hybrid enterprise!

You must have prior success selling high end technical Solutions to the CISOs of mid-market companies who are also budget challenged.  You must excel at finding and closing new business, building value, selling consultatively and have great listening and questioning skills. You must be a high achiever and be able to work with limited supervision.  Experience with security software, SaaS and on premises applications, infrastructure, and network related components are a plus.  30% travel within the territory.  You must have prior demonstrated OTE earnings of $200k +.

Responsibilities

  • Develop and execute sales/business plans to achieve quarterly sales/business objectives
  • Create and implement account strategy, including developing and maintaining relationships with key decision makers
  • Must be able to deliver value propositions and presentations to IT management as well as VP and C-level business management
  • Recognize customer business problems and drive/influence resources to address opportunities
  • Prospect for potential customers using various direct methods such as calling and face to face meetings, indirect methods such as networking and social media tools
  • Drive the entire sales cycle from initial customer engagement to closed sales 
  • Develop and maintain territory plans which outline how sales targets will be met on an ongoing basis
  • Develop and maintain key account plans that identify opportunities for company to deliver value, strategic motivators, main stakeholders, buying processes and forecasted sales
  • Keep detailed notes on prospect and customer interactions (include frequency – daily is ideal for accuracy)
  • Maintain a high level of relevant domain knowledge in order to have meaningful conversations with prospects
  • Implement sales/marketing tactics and programs in order to meet or exceed assigned territory objectives
  • Act as a liaison between Centrify and customers and develop a team selling approach with pre-sales technical specialists and the customer service organization
  • Assist with channel partner recruitment, training and on-going support
  • Provide accurate and timely reports/forecasts

Experience Requirements

  • Five to seven years quota-carrying software sales experience
  • Proven successful track record with annual quotas for the past five years
  • Strong prospecting, qualifying, closing and managing skills
  • Exceptional written and oral communication skills, including cold calls, proposal preparation, and presentation skills
  • Goal-oriented, team player, ability to delegate to pre-sales and post-sales
  • Persistent, hardworking, and dependable
  • Experience selling in a fast-paced, hybrid selling environment, where both direct and indirect approaches are used
  • Prior use of CRM applications (Siebel, Salesforce.com, etc.) and Microsoft applications such as Word/Excel/Outlook/etc

R000256