Regional Sales Director – US Air Force

1 Month ago • 8 Years + • Sales • $131,000 PA - $165,000 PA

Job Summary

Job Description

Gigamon is seeking an entrepreneurial Regional Sales Director to sell into the US Air Force, US Air National Guard, US Strategic and Transportation Commands, and other agencies. The role involves identifying, qualifying, and capturing sales opportunities, managing the sales cycle, and developing business strategies for complex customer problems. The ideal candidate will be a smart, creative, and aggressive hunter with advanced specialized knowledge and a track record of sales success. Responsibilities include selling Gigamon's products through VARs and direct sales, managing existing accounts and developing new ones, maintaining customer databases in Salesforce.com, and collaborating with Systems Engineers to position solutions. The position requires frequent travel throughout the U.S. and offers an annual bonus or commission.
Must have:
  • Team player and collaborative
  • Smart, creative, and aggressive hunter
  • Advanced specialized knowledge and sales success
  • Responsible for sales through VARs
  • Experienced in selling through Federal Systems Integrators
  • Achieves sales goals
  • Maintains customer database in Salesforce.com
  • Sells new and existing products
  • Assists and collaborates with Presales Systems Engineer
  • Consistently performs effective sales calls
  • Forecasts with high accuracy
  • Attends industry and vendor shows
  • Provides timely communication to customers
  • Provides market and competitive information
  • Researches and analyzes territories
  • Provides innovative problem-solving approaches
  • Creates opportunities to improve technical methodology
  • Frequent travel to client sites
Good to have:
  • Top Secret Security Clearance preferred
  • Excellent consultative, solution-selling skills
  • Exceptional communication and presentation skills
  • Reside in the region with strong relationships
  • Experience with Salesforce.com and forecasting
  • Bachelor's degree in Business, CIS, or related field preferred

Job Details

Description

Regional Sales Director – US Air Force 

Vienna, Virginia, United States • Washington D.C., DC, USA
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 have responsibility for selling into selected US Air Force, US Air National Guard, US Strategic and Transportation Commands, and other agencies as required.  As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align with Gigamon strategically. 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 thrives in a fast-paced environment, can manage multiple complex tasks simultaneously, and leverages their direct sales expertise to drive the adoption of Gigamon capabilities. Duties include developing business strategies and solutions for complex, multi-faceted customer problems, and providing internal advice to support Gigamon's overall growth strategy and drive business activities in the US Federal Government. 
Primary Duties & Responsibilities 
  • Must be a team player and collaborative with other teammates
  • Must be a smart, 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 selling through Federal Systems Integrators on large, complex programs 
  • Achieves sales goal 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.com
  • Sells new and existing products, discovers new opportunities, and secures incremental business through the VAR channel and independent sales activity
  • Assists and collaborates with the assigned Presales Systems Engineer 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.com 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 improve technical methodology or content through the expansion of existing or the development of new efforts
  • Frequent travel to client sites throughout the U.S
Education / Experience 
  • Top Secret Security Clearance is highly preferred
  • 5+ Years of direct selling to the US Air Force with direct client relationships required
  • 8+ years of direct selling experience in the Networking and/Organic Network Security space
  • Track record of success as “rookie of the year”, President’s club, YoY attainment of quota
  • Excellent consultative, solution-selling skills to 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.com. Highly disciplined around forecasting
  • Bachelor's degree in Business, CIS, or related field preferred

The base salary compensation range targeted for this role is $131,000 - $165,000, 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, gender identity, national origin, age, sexual orientation, disability, veteran status, genetic information, or any other protected characteristic under applicable federal, state, and/or local law. For more information, please refer to Know Your Rights: Workplace Discrimination is Illegal.

We are committed to providing reasonable accommodation for all qualified individuals with disabilities. If you require a reasonable accommodation, please contact us at (669) 240-2248.

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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