We are seeking a highly motivated and results-oriented Regional VP of Sales to lead our Commercial New Logo team - a dedicated new-business motion focused on net-new accounts at or below $1B in annual revenue. This role is distinct from the Enterprise New Logo motion and is responsible for building a high-velocity, repeatable sales engine across colocation, IBM Power Cloud, and VMware private cloud/managed infrastructure solutions. In this role, you will be responsible for driving revenue growth, managing a team of sales professionals, and cultivating strong relationships with clients.
Responsibilities:- Lead a team of 6 to 8 sales professionals to meet and exceed new-logo revenue and customer acquisition targets within the Commercial segment.
- Develop and implement strategic sales plans to expand Lightedge's commercial customer base and increase market share across colocation, IBM Power Cloud, and VMware private cloud/managed infrastructure solutions.
- Mentor and manage the sales team to deliver best-in-class service to new commercial clients.
- Appropriately manage the engagement of Strategic Solutions Group (SSG) SMEs, sales architect resources, and strategic partners to close deals.
- Provide strategic input on market competitiveness, compensation, pricing, and customer acquisition strategies for the commercial segment.
- Establish proper expectations for the team with respect to territory management, account management, activity levels, opportunity and funnel management, and CRM compliance; hold team accountable to these expectations.
- Partner with internal stakeholders across operations, product, deal desk, finance, etc. to align organization to prepare for new customers and ensure customer has exceptional onboarding experience and setup for success.
- Partner with Sales Ops on lead routing and validation of the Commercial vs. Enterprise segment cutline in Salesforce.
- Ensure team adherence to Rules of Engagement governing Commercial New Logo qualification and lane independence from Enterprise New Logo.
- Maintain positive alignment between the Commercial New Logo team and other functional areas, including Enterprise New Logo, SSG, and Channel & Alliances.
- Collaborate with Channel & Alliances to maximize partner-sourced pipeline through Avant, SHI, Bridgepointe, Telarus, Sandler, and our alliances.
- Develop forecasts and manage the funnel to exceed team quota and financial objectives.
- Actively engage with the sales team through daily coaching, meetings, and field time.
- Work with the team on individual professional development plans, including ramp plans for new hires.
- Actively participate in the sales process using the MEDDPICC qualification methodology, and demonstrate a high level of skill in consultative selling, business case preparation, and time management planning.
- Network within the market to build relationships and brand awareness for the company.
- Ensure documentation for ongoing deals is properly entered, updated, and maintained within Salesforce to provide leadership with accurate updates on status, resources, and financial information.
- Successfully assist in closing revenue-generating business and provide reps with the tools needed to get the job done.
Education and Experience:- Bachelor's degree in Business Administration, Marketing, or related field preferred.
- 15+ years of experience in a solution-based selling role in a technical industry; experience selling colocation, managed infrastructure, or private/hybrid cloud environments strongly preferred.
- 10+ years of experience in a sales leadership role.
- Demonstrated successful experience developing and maintaining a sales pipeline through referrals, client contacts, targeted accounts, and channel partners.
- Experience working with Salesforce and other CRM tools.
- Track record of exceeding assigned quota (as a rep and manager).
- Understand and articulate Lightedge's technology infrastructure and alliance positioning: colocation (owned data centers), IBM Power Cloud, VMware/Broadcom private cloud (VCF), and hybrid cloud environments.
- Excellent verbal and written communication skills.
- Able to work in a structured and fast-paced environment.
Success Measures:- New logo bookings / MRR growth within the commercial segment.
- Team attainment: majority of fully ramped reps at 80%+ of quota.
- Time-to-ramp for newly hired Account Executives.
- Pipeline coverage ratio and forecast accuracy quarter over quarter.
- Win rate on qualified commercial new-logo opportunities.
With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.
