Job SummaryPalo Alto Idira is seeking an experienced, highly motivated sales professional to join our regional sales team, as a First Line Manager, covering the Pacific Northwest. This position oversees a portion of the regional salesforce and assists in developing and executing its corresponding sales plans and projections. While monitoring the sales of his/her team, the Manager is highly involved in the training and ongoing professional development of his/her team in contribution to the team's overall success. This role will be aligned with the Palo Alto PNW team and work closely with the Palo Alto RVP to grow Idira's business. Finally, this position will also assist in driving the district's marketing plans and strategies.
What you need to succeed:- Hire, train and develop team members to align with company values, growth and business objectives
- Manage and motivate the direct team by correlating performance expectations to business goals - including guiding account planning, proposal development, consistent performance feedback, etc.
- Work and lead in a cross functional team. Be an effective leader in a matrixed organization.
- Build a network of customer executive relationships (independently and along other team members) to grow programs leading to expansion opportunities and execute customer negotiations accordingly
- Work with local Value-Added Resellers: transfer knowledge and motivate their management and account executives; perform mutual marketing events
- Participate in quarterly review sessions with key partners and tech alliances in the region, where appropriate
- Perform biweekly meetings with the corresponding territory Solution Engineers, Customer Success and Professional Services Lead to assess the status of all existing accounts and expedite the rollout and upsale/cross-sale processes
- Work as a liaison for the team between Research & Development and Project Management, if needed in larger key accounts
- Be directly involved and influential in top opportunities, focusing sales efforts on large key accounts with the team
Qualifications - 5+ years of experience as an enterprise software sales executive in the region and a manager of teams, information security/network architecture experience is preferred.
- Demonstrated ability to cultivate, qualify and close enterprise software agreements with the Fortune 1000
- Expert negotiation skills
- Proven ability to call on Fortune 500 C-Suite executives across multiple buying centers
- Strong verbal and written communication skills internally across various levels of the company and externally with customers/partners
- Above average organizational and planning skills
- Ability to accurately forecast up on behalf of the team/district
- Advanced proficiency in critical thinking and problem-solving
- Highly effective presentation skills
- Excellent analytical skills to translate market trends and sales data
- Experience working with the top Global Systems Integrators is preferred
- Sales engineering, programming and/or technical implementation/support experience is a plus
- Ability to travel at a rate of 30-40
Compensation DisclosureThe compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here.
$332,400.00 - $457,050.00/yr
