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30 May 2024
Full-Time Director, Sales Expansion
Job Description
We are seeking to add a new Expansion Sales leader with great energy, acumen, and initiative to lead our Expansion Sales team. The winning candidate will be a high impact individual capable of driving exceptional world wide business results and first-class employee development. The ideal candidate will proactively partner with New and Renewal Sales, Marketing, Pre-sales, Partner Alliances, & HR and embrace’s cross-company engagement, communication and orchestration to reach our team and company goals. This role reports directly to the CRO.
In this role you will:
- Manage, coach, and develop the expansion sales team to achieve their quota.
- Leverage MEDDPICC sales methodology to ensure a thorough and robust sales process.
- Understand how to sell business value, using a repeatable world class process.
- Develop territories by planning strategically and effectively.
- Consistently meet or exceed quota while maintaining strong cross team collaboration.
- Demonstrate expertise in building business cases which clearly show value and differentiation at all levels of your customer / prospect organizations.
- Consistently win deals through world-class planning and preparation, as well as being consultative in your approach to solving real business problems.
- Regularly report on Team/Individual Results: Pipeline Generation, Quality of Pipeline, Revenue Forecasting
- Work closely with Executive Leadership Team and Sales Leaders to ensure Pipeline Quality/Quantity and proper follow-up
- Embody all our company values and Instill them within your team and across the company
Location: Remote within US
Compensation: $200,000 – $280,000
Preferred Qualifications
- 5+ years of direct security sales experience selling enterprise software to large enterprises (required) in fast-growing and changing environments.
- 2+ yrs of sales leadership experience managing a team of five or more quota carrying sales reps to achieve your number.
- 2+ years guiding Account Executives through complex legal and commercial negotiations.
- Experience with target account selling, solution selling, and/or consultative sales techniques; knowledge of Force Management, MEDDPICC, and Challenger methodologies.
- Strategic thinker with the ability in establishing relationships with current and prospective customers and internal team.
- Experience outperforming targets as an individual contributor and a manager in an outbound sales role.
- Excellent presentation and executive engagement skills.
- A self-starter that can thrive in a fast paced environment.
- Experience promoting a customer success focus and the “win as a team environment.”
- Excellent communication and negotiation skills.
- Significant experience in B2B sales, preferably with large accounts.
- Proficiency in strategic sales planning.
- Ability to collaborate effectively with cross-functional teams.
- Strong problem-solving skills and adaptability in complicated and complex sales scenarios.
- Consistent track record of meeting or exceeding sales target.
- Proactive and self-motivated with a strategic mindset for long-term business relationships.
- BA/BS required.
- Sold to CISOs and security teams.
- Ideally located/working in the pacific or central time zone.
How to Apply
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