Regional Sales Director

Position Summary

The Regional Sales Director leads a team of Commercial Account Executives and supports the delivery of the full sales cycle to organizations with IT security needs. In this role, you’ll work with your team to identify prospects, understand their challenges, and highlight how Delinea solutions will enhance and simplify their IT security efforts. You will work with clients directly and through our channel partners to close deals and get our award-winning product suite into the hands of IT Admins across the identified region!

The ideal candidate will be passionate for success and have a “player-coach” mentality. Through mentoring and continued enhancement of the Sales team skills, the Regional Sales Director will help Delinea support development of individuals and continue the growth plans of the company. This position requires an exceptional leader and people manager who will be responsible for all net new and XU-sell sales within their region. This role will report to the Vice President, Commercial Sales.

What You'll Do

• Accomplish regional sales and human resource objectives by recruiting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees in assigned districts; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures
• Achieve regional sales operational objectives by contributing regional sales information and recommendations to strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; identifying trends; determining regional sales system improvements; implementing change.
• Meet regional sales financial objectives by forecasting requirements; preparing an annual budget; scheduling expenditures; analyzing variances; initiating corrective actions.
• Establish sales objectives by creating a sales plan in support of national objectives.
• Maintain and expand customer base by counseling Enterprise Account Executives; building and maintaining rapport with key customers; identifying new customer opportunities.
• Recommend product lines by identifying new product opportunities, and service changes; surveying consumer needs and trends; tracking competitors.
• Update job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Accomplish sales and organization mission by completing related results as needed.
• Define go-to market strategy and establish and develop regional team.
• Support/close deals with the Enterprise Account Executives and Account Executives.
• Consistently meet/exceed objectives and sales targets.
• Have a strong focus on op creation via partner/end user engagement and deal registration push.
• Never stop learning! Constantly stay current with industry changes and trends and build your expertise in Cybersecurity.

What You'll Bring

• Experience as an enterprise software sales executive selling to a corporate IT audience.
• Bachelors degree or equivalent
• Exceptional leadership and people skills with proven success leading a regional team.
• Classic training in a proven sales methodology (i.e., Miller Heiman Strategic Selling, MEDDIC or similar).
• Experience working with Channel Partners
• Ability to conduct both executive level presentations and high-level technical presentations.
• Experience cultivating and controlling complex sales cycles with audiences of multiple stakeholders in Enterprise organizations.
• Track record of success in identifying, cultivating and closing five to six figure+ transactions.
• Ability to work and sell in a highly collaborative teamed environment.
• Detail oriented, relationship-building skills, and a focus on a high level of customer service.
• Excellent written and verbal communication skills
• Positive attitude and “love of selling”.
• Proven ability to handle, adapt, and overcome change.
• Focus and time management skills to work remotely.

Bonus if you have

• Experience using Salesforce.
• Working knowledge of Information Security and/or Network Architecture.
• An established book of business in the region.