Regional Sales Director, Federal Systems Integrators
Job Summary
Job Description
Gigamon, a Great Place to Work certified company, is seeking a Regional Sales Director for Federal Systems Integrators. This role involves selling Gigamon's elastic visibility and analytics fabric to Federal Systems Integrators for their internal use. The position requires identifying, qualifying, and capturing sales opportunities, managing them through their lifecycle to closure. The ideal candidate will be an entrepreneurial self-starter who thrives in a fast-paced environment, manages multiple complex tasks, and uses direct sales talent to expand the adoption of Gigamon's solutions. Responsibilities include developing business strategies, providing advice on growth strategies for the US Federal Government and Systems Integrator community, and collaborating with Presales Systems Engineers to position solutions. The role also involves maintaining customer/partner databases in Salesforce, attending industry events, and forecasting with accuracy.
Must have:
- Team player and collaborative
- Innovative, creative, aggressive hunter
- Expert in sales and specialized knowledge
- Sell to Federal Systems Integrators
- Track record of sales success
- Consultative, solution-selling skills
- Excellent communication and presentation skills
- Salesforce and forecasting experience
Good to have:
- Bachelor's degree in Business, CIS, or related field
8 skills required
Job Details
Description
Regional Sales Director, Federal Systems Integrators - Vienna, Virginia, United States
Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure, and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction, serving more than 4,000 organizations, including over 80 percent of the Fortune 100 companies and hundreds of governments and educational institutions worldwide.
This position will sell to Federal Systems Integrators for their internal use. As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that align with Gigamon's strategic objectives. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are seeking an entrepreneurial self-starter who enjoys working in a fast-paced environment, simultaneously completing multiple complex tasks, and utilizing direct sales talent to expand the adoption of Gigamon's capabilities. Duties also include the development of business strategies and solutions for complex and multi-faceted customer problems, and internally providing advice to support the overall growth strategy for driving Gigamon’s business activities in the US Federal Government and Systems Integrator community.
Primary Duties & Responsibilities
· Must be a team player and collaborative with other teammates
· Must be an innovative, creative, and aggressive hunter
· Advanced level of specialized knowledge, with a record of sales success; expert in the field
· Responsible for the sales of the company’s products through the Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government
· Experienced in identifying sell-through opportunities with Federal Systems Integrators on large, complex programs
· Achieves sales goals through the growth of existing accounts and the development of new accounts
· Maintains a database of customers and partners and enters that data and interactions with customers in Salesforce
· Sells new and existing products, discovers new opportunities, and secures incremental business through the VAR channel and independent sales activity
· Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects
· Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
· Forecasts with a high degree of accuracy through Salesforce and Clari
· Attends industry and vendor shows and meetings as required
· Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations
· Provide pertinent market and competitive information to the organization
· Researches and analyzes the territories and the company’s markets, competition, and product mix; makes presentations on new and existing products to current and potential customers
· Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
· Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
· Frequent travel to client sites throughout the U.S
· Must be an innovative, creative, and aggressive hunter
· Advanced level of specialized knowledge, with a record of sales success; expert in the field
· Responsible for the sales of the company’s products through the Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government
· Experienced in identifying sell-through opportunities with Federal Systems Integrators on large, complex programs
· Achieves sales goals through the growth of existing accounts and the development of new accounts
· Maintains a database of customers and partners and enters that data and interactions with customers in Salesforce
· Sells new and existing products, discovers new opportunities, and secures incremental business through the VAR channel and independent sales activity
· Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects
· Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
· Forecasts with a high degree of accuracy through Salesforce and Clari
· Attends industry and vendor shows and meetings as required
· Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations
· Provide pertinent market and competitive information to the organization
· Researches and analyzes the territories and the company’s markets, competition, and product mix; makes presentations on new and existing products to current and potential customers
· Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
· Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
· Frequent travel to client sites throughout the U.S
Education / Experience · 5+ Years of direct selling to the FSIs with direct client relationships required
· 5+ years of direct selling experience in the Networking and/or Network Security space
· Track record of success as “rookie of the year,” President’s club, YoY attainment of quota
· Excellent consultative, solution-selling skills at all levels within organizations
· Exceptional communication and presentation skills are a must
· Reside in the region, track record of relationships with local major accounts and channel partners
· Experience with Salesforce and highly disciplined in forecasting
· Bachelor's degree in Business, CIS, or related field preferred
· 5+ years of direct selling experience in the Networking and/or Network Security space
· Track record of success as “rookie of the year,” President’s club, YoY attainment of quota
· Excellent consultative, solution-selling skills at all levels within organizations
· Exceptional communication and presentation skills are a must
· Reside in the region, track record of relationships with local major accounts and channel partners
· Experience with Salesforce and highly disciplined in forecasting
· Bachelor's degree in Business, CIS, or related field preferred
The base salary compensation range targeted for this role, based at Gigamon’s Santa Clara, CA, Headquarters office, is $131,000 - $164,000, with an opportunity to earn an annual bonus or commission (subject to the terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.
If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.
The privacy rights of all individuals including job applicants and candidates are very important to us. Our Gigamon Applicant Privacy Policy, will inform you about how Gigamon Inc. and its direct and indirect subsidiaries collect, use, store, or otherwise process personal information about job applicants and candidates, including through your access and/or use of our careers website and third-party job websites (e.g. LinkedIn, Indeed, Glassdoor, Naukri, etc.).
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