Regional Sales Director IAM

The Regional Sales Director will be responsible for new business sales and up/cross sell activities in the assigned territory, with a strong emphasis on sales performance and sales management. You will provide strategy, mentorship, guidance and skill development for your team. 

Key Areas of Responsibility

• Day-to-day management of multiple Regional Sales Managers & Channel Managers in order to maximise sales revenue and meet or exceed revenue goals.

• Coaching the team on setting SMART goals, pipeline management, and accurate forecasting. 

• Implement and enforce Command of the Message sales methodology. 

• Achieve the annual quota attainment assigned to the region based on the combined quota numbers of all assigned sales managers. 

• Ensure CRM (SFDC) accuracy.

• Represent the region and provide a clear vision and context for market opportunities.

• Drive achievement of sales objectives including sales volume & new business development.

• Supporting the team by attending customer meetings.

• Accurately forecast annual, quarterly, and monthly revenue streams.

• Ensure that sales goals and forecasts are consistent with the organisation’s long-range strategic objectives.

• Collaborate with marketing, product management and other related parties to develop channel communities, sales campaigns and any other tools required to be successful in territory.

• Regularly visit key existing partners/customers, actively involved in the recruitment of key new partners.

• Ability to message, and sell to, C-Suite individuals at some of Thales’ most strategic customers. 

• Reviewing regional expenses and keeping within budget.

• Responsible for hiring, training, and developing a team of highly effective Regional Sales Managers.

Skills, Experience, Education, Technical/Specialized Knowledge, Certifications, Language

• Substantial (>10 years) track record in sales, quota driven role selling data networking and / or security architecture products. 

• Extensive experience (>5 years) in leading a sales team with a quota.

• Proficient understanding of solution selling process, sales strategy, sales execution, forecasting, pipeline and channel development.

• Experience in setting up a strategy and executing on a multi-tier sales model, including field direct, inside and channel sales.

• Bachelor’s degree in Computer Science, Business Administration or another related field of study or equivalent work experience.    

• Ability to manage time effectively in order to optimise productivity. 

• Excellent verbal and written communication skills; active listening. 

• Proven ability in Storytelling and excellent presentation skills. 

• Proficiency with MS Office products, such as MS Teams, PowerPoint, Word, Excel and Outlook. 

• 3 to 5+ years of experience working with Salesforce.com. 

• Fluency in another European language besides English is desirable.

Preferred Qualifications

• Experience selling IAM Solutions (CIAM, PAM, IGA).

• Previous experience selling Enterprise SAAS Solutions.

• Extensive experience in Consultative Solution Selling.

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