Senior Director of AI & Security Sales
The Senior Director of AI & Security Sales has responsibility for meeting and exceeding revenue and expense targets to drive the AI & Security business in the United States. The Senior Director of AI & Security will attract, hire and mentor sales professionals to win new clients and develop existing accounts within the enterprise markets throughout the region. You and your team will be responsible for representing A10 Networks and selling the AI & Security products and services to accounts in a variety of market segments. Specifically, you will employ a high-touch, high-value sales model to successfully position A10 Networks technology into accounts. You will be responsible for developing strategic customer relationships and new account sales across the territory. Specific requirements include ensuring the development of a robust sales pipeline and accurate forecasting of business leading to the achievement of Area targets.
Candidate Qualifications:
The candidate must have successful track record of working with sales teams selling security, AI or enterprise software solutions. The ideal candidate will bring in prior relationships with a wide range of Major accounts and channel partners.
- Primary focus of this role is managing sales teams and driving new business
- Grow the business and deliver results to meet/exceed assigned target
- Identify and qualify business opportunities with Enterprise Accounts
- Support our channel account managers to develop new effective resellers in region, and make strategic business plans to drive business with partners. Includes negotiation, coordination and business decisions to close deals
- Develop reference accounts in select sectors
- Develop and present professional sales presentations, control project progress at each stage, make constant sales calls and follow up with any potential leads, work with partners aggressively to close deals and finalize contracts, meet/exceed sales quotas and revenue goals. Provide effective communication of A10's technology value propositions and solutions
- Maintain constant internal communications with Sales Engineering team and outside staff of resellers and customers. Maintain accurate business forecast and review with VP North America on a weekly basis
Background:- The ideal candidate will have a proven sales management career with a blend of young and mature companies and with companies who are the 'underdog' in their market segment
- The candidate will have grown and managed teams in a high-growth environment to a minimum of $25 million in revenue
- The ideal candidate will have experience in value-based selling and experience working with ROI and TCO based proposals for customers in the service provider and enterprise markets
- The desirable candidate will have an in-depth knowledge of cybersecurity and AI and will be familiar with all aspects of the network as well as developing technology trends. There is a very strong preference for application layer experience
- A degree is mandatory. Ideally with a computer science (or relevant) technical degree, you will be used to working in and familiar with the complexities of a high growth business environment
- The ideal candidate will have a "Cradle to Grave" sales strategy (cold calling to close) and will enjoy the challenge of stimulating end-user interest in A10's technology
Qualifications:- BS/BA degree
- Minimum 10 years direct work experience within technology markets
- Minimum 5 years management experience
- Minimum 10 years sales experience
- Good written and oral communication, including formal presentation skills
- Self-motivated for new challenges to successfully deliver results
- Must be able to work under pressure with limited resources
- Strategic planning to build stable business stream
- Demonstrate professional knowledge to customers with good communication skills
- Good working knowledge of Salesforce.com (SFDC)
- Good working knowledge of MS Outlook, Word, Excel, and PowerPoint
#LI-AN1 - HybridTargeted compensation guideline: Up to $410,000 OTE. Compensation will vary based on number of factors, including market demand for specific skills, role type, job level, and individual qualifications. Final salary offers are determined by considerations including, but not limited to, subject matter expertise, demonstrated skill level, relevant experience, geographic location, education, certifications, and training.
