Regional Sales Manager - SLED/FED

<h3>Accountabilities</h3><li>
<strong>Regional sales strategy and revenue growth:</strong>Own quarterly and annual sales targets for the data protection and cyber resilience portfolio, developing regional strategies focused on new customer acquisition, account expansion, and customer retention.</li><li>
<strong>Sales pipeline management:</strong>Maintain detailed visibility into individual territories, pipeline development, deal progression, and key performance indicators to improve forecasting accuracy, conversion rates, and overall sales effectiveness.</li><li>
<strong>Team leadership and development:</strong>Recruit, lead, coach, and retain a high-performing team of specialist account executives. Conduct regular one-on-one meetings, quarterly business reviews, and strategic deal reviews to strengthen execution and accountability.</li><li>
<strong>Strategic account engagement:</strong>Travel alongside team members to develop relationships with key government and enterprise accounts, support complex sales opportunities, and help secure successful deal outcomes.</li><li>
<strong>Enterprise negotiations and deal execution:</strong>Provide strategic guidance on large proposals, negotiations, and complex sales cycles, ensuring that technical capabilities, operational benefits, financial value, and business outcomes are clearly communicated to customers.</li><li>
<strong>Sales forecasting and reporting:</strong>Deliver accurate, data-driven quarterly forecasts and maintain reliable pipeline and opportunity information within Salesforce. Monitor business performance and implement corrective actions when necessary.</li><li>
<strong>Sales program execution:</strong>Oversee strategic and tactical sales initiatives designed to accelerate growth across key product lines, solution areas, and public sector market segments.</li><li>
<strong>Cross-functional collaboration:</strong>Partner with internal sales, technical, product, marketing, and operational teams to coordinate resources, strengthen customer engagement, and maximize the effectiveness of the broader organization.</li><li>
<strong>Channel and alliance development:</strong>Build and maintain strong relationships with value-added resellers, distributors, managed service providers, and strategic alliance partners to expand market reach and generate new business opportunities.</li><li>
<strong>Customer value creation:</strong>Position data protection and cyber resilience solutions in the context of customers' broader technology strategies, including hybrid cloud infrastructure, business continuity, disaster recovery, and cybersecurity priorities.</li><li>
<strong>Sales methodology and execution excellence:</strong>Apply structured, value-based selling practices to qualify opportunities, navigate complex procurement processes, manage stakeholder relationships, and improve sales outcomes.</li><li>
<strong>Performance accountability:</strong>Establish clear goals, track individual and regional performance, and foster a culture of collaboration, energy, continuous improvement, and consistent quota achievement.</li><h2>Requirements</h2><li>
<strong>Professional experience:</strong>At least five years of experience in data protection and cyber resilience, with a strong understanding of the technologies, solutions, and market dynamics within this sector.</li><li>
<strong>Sales leadership:</strong>At least three years of sales leadership experience in enterprise software or a closely related technology field, including experience managing specialist sales teams and complex commercial opportunities.</li><li>
<strong>Public sector expertise:</strong>Demonstrated experience selling to State, Local, Education, and Federal government customers is required.</li><li>
<strong>Sales performance:</strong>A proven track record of consistently achieving or exceeding sales quotas and delivering measurable revenue growth.</li><li>
<strong>Technical knowledge:</strong>Strong understanding of modern hybrid cloud infrastructure and the integration of data protection, business continuity, disaster recovery, and cyber resilience technologies.</li><li>
<strong>Cybersecurity expertise:</strong>Familiarity with cybersecurity concepts, data security, and organizational resilience is a significant advantage.</li><li>
<strong>Channel ecosystem relationships:</strong>Established relationships within the value-added reseller, reseller, distributor, and managed service provider ecosystem are highly desirable.</li><li>
<strong>Enterprise sales strategy:</strong>Experience developing regional sales plans, managing strategic accounts, building pipelines, forecasting revenue, and navigating complex procurement and negotiation processes.</li><li>
<strong>Value-based selling:</strong>Ability to communicate business value and apply structured sales methodologies. Experience with MEDDIC, MEDDPICC, or Force Management is preferred.</li><li>
<strong>Leadership and coaching:</strong>Strong interpersonal skills, with the ability to motivate teams, develop talent, establish accountability, and guide sales professionals through complex opportunities.</li><li>
<strong>Analytical capabilities:</strong>Strong business judgment and data analysis skills, including the ability to interpret pipeline metrics, identify sales trends, and translate insights into actionable strategies.</li><li>
<strong>Cross-functional influence:</strong>Demonstrated ability to navigate large, highly matrixed organizations and collaborate effectively across technical, commercial, operational, and partner teams.</li><li>
<strong>Communication and negotiation:</strong>Excellent presentation, relationship-building, and negotiation skills, particularly when engaging senior executives and government stakeholders.</li><li>
<strong>Travel flexibility:</strong>Willingness and ability to travel extensively across a large geographic territory, with travel requirements of up to 80%.</li><li>
<strong>Work arrangement:</strong>Comfortable working remotely while maintaining strong engagement with customers, partners, and geographically distributed teams.</li><li>
<strong>Citizenship requirement:</strong>Must be a<strong>U.S. citizen</strong>due to the role's responsibility for Federal government customers.</li><h2>Benefits</h2><li>
<strong>Competitive total compensation:</strong>Annual on-target earnings range from<strong>$231,000 to $543,000</strong>in Florida, Georgia, Maryland, North Carolina, and Virginia;<strong>$263,000 to $509,000</strong>in Massachusetts; and<strong>$263,000 to $543,000</strong>in New York.</li><li>
<strong>Performance-based compensation:</strong>Target compensation comprises a 60% base salary and 40% target-level sales incentive, assuming achievement of 100% of the sales plan.</li><li>
<strong>Additional earning potential:</strong>Compensation may vary according to geographic location, experience, education, training, and skill level.</li><li>
<strong>Comprehensive healthcare:</strong>Access to employee benefits supporting physical, financial, and emotional well-being, including applicable healthcare coverage.</li><li>
<strong>Retirement benefits:</strong>Access to employee retirement and savings programs, subject to applicable plan terms.</li><li>
<strong>Remote work flexibility:</strong>Primarily work from home while managing a broad regional territory and maintaining customer relationships.</li><li>
<strong>Professional development:</strong>Access to career development programs, learning opportunities, and resources to strengthen leadership and technical expertise.</li><li>
<strong>Leadership opportunities:</strong>Build and develop a specialist sales organization while influencing regional strategy and enterprise customer engagement.</li><li>
<strong>Strategic industry exposure:</strong>Work with public sector organizations, enterprise customers, channel partners, and technology teams on critical data protection and cyber resilience initiatives.</li><li>
<strong>Inclusive work environment:</strong>Join a professional culture that values collaboration, innovation, diverse perspectives, and individual development.</li>