SonicWall is a cybersecurity forerunner with more than 30 years of expertise and is recognized as a leading partner-first company, ensuring our partners and their customers are never alone in the fight against cybercrime. With the ability to build, scale and manage security across the cloud, hybrid and traditional environments in real-time, SonicWall provides relentless security against the most evasive cyberattacks across endless exposure points for increasingly remote, mobile and cloud-enabled users. With its own threat research center, SonicWall can quickly and economically provide purpose-built security solutions to enable any organization—enterprise, government agencies and SMBs—around the world. For more information, visit www.sonicwall.com or follow us on Twitter, LinkedIn, Facebook and Instagram.
The Mission
We are looking for a Senior Regional Director to join our EMEA sales organization. You will be responsible for overseeing and motivating all sales and cross functional teams, implementing sales plans, developing new business, and expanding existing business. The territory focus will be in France, Italy and Spain.
The ideal candidate has a record of accomplishment of beating revenue targets and leading a team with various levels of competence. You should be comfortable with solution selling in the Cyber Security space and thrive on mentorship, building demand and working deals with your direct reports. You will need to be an expert at positioning business value, selling hardware/software/cloud solutions, managing sales cycles while building relationships with executive stakeholders. You will be responsible for building the sales plan for achieving a bookings quota target, making quality hires, managing the sales forecasting process, and coaching the team in business development and sales competence to exceed the target quota.
This is an opportunity to lead and build an integral part of EMEA, so we want owners, who will go the extra mile and want to be the best at what they do.
Responsibilities
• Manage the A-Team: Manage a team of End users sales directly, Channel Account Managers, and Senior Manager, Regional Sales and their Team, with also having matrix inside sales teams for channel and direct touch to execute strategy in the region.
• Build and Implement Strategic Plans: Develop and execute evolving revenue plans
• Lead the Sales Team in following sales methodology and best practices, as well as ensuring proper use of CRM system, and company KPIs
• Create Trust-Based Relationships: With Partner and Customers for the long term
• Manage the Front-Line Voice of SonicWall: Effectively communicate the value proposition through proposals and presentations, also in the media
• Read the Market: Understand category-specific landscapes and trends, reporting on the forces that shift tactical budgets and strategic direction of partners and customers
• Create Revenue Predictability: Produce weekly forecasts based on pipeline trends and deal assessments
• Establish company sales growth plans and investment capacity requirements. Develop annual sales quotas, performance objectives, and plans for the region.
• Partner with parallel teams to create, implement, and manage a complete revenue process from prospect, to sale, to maintenance of ongoing client relationships
• Partner with Marketing: Contribute to top-of-funnel outreach efforts, target acquisition, and nurture campaigns, Responsible for the MDF ROI for the region.
Requirements
• High-growth Sales leader with demonstrable track record of success in both Channel and Direct Touch Leadership.
• Proven ability to ramp, coach and develop the teams rapidly and successfully
• Knowledge of the market (customers, companies, competitors, key players, existing contacts)
• In-depth knowledge of how Value is positioned to partners and end customers
• Experience in managing to budgets, example T&E and MDF
• Experience in Two Tier Channels and experienced in managing all aspects to success
• Excellent C-level communication skills
• Experience in leadership roles focused on developing and managing new sales and achieve objectives with a team led approach within.
• Strong but balanced personality with high integrity and work ethic, checked ego, non-political, ability to self-analyze and self-motivate. Positive energy, collaborator, winner attitude.
• Experience in territory management and planning at the regional and account levels
• Contract negotiation and deal forecasting experience
• Proven experience in running multiple countries.
• Ability to work under pressure and meet deadlines, while maintaining a pleasant and professional attitude towards customers and co-workers.
• Willing to travel as needed throughout the region
• Remote, home office based – proven experience of working and succeeding in such an environment.
• Fluency in English and French is essential, additional languages such as Italian and Spanish would be an advantage
• Bachelor's Degree desirable, MBA preferable
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SonicWall is an equal opportunity employer.
We are committed to creating a diverse environment and are an equal opportunity employer. All qualified applicants receive consideration for employment without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law.
At SonicWall, we pride ourselves on recruiting a diverse mix of talented people and providing active security solutions in 100+ countries.