At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
We are looking for a Regional Sales Director – COCOM - This position will be responsible for selling into US Central Command, US Special Operations Commands, and other agencies as required. As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, and who can use his or her direct sales talent to expand the adoption of Gigamon capabilities. Duties also include the development of business strategies and solutions for complex and multi-faceted customer problems and internally providing advice to support the overall growth strategy for driving Gigamon’s business activities in the US Federal Government.
The preferred home location would be Tampa, FL, or Washington, D.C.
What you’ll do:
- Achieves sales goals through the growth of existing accounts and the development of new accounts.
- Responsible for the sales of the company’s products through Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government.
- Maintains 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 VAR channel and independent sales activity.
- Assists and collaborates with assigned Presales Systems Engineers 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 expansion of existing or development of new efforts.
- Frequent travel to client sites throughout the U.S.
What you’ve done:
- 8+ Years of direct selling to COCOMs with direct client relationships required.
- 8+ years of direct selling experience in the Networking or/and Network Security space.
- Track record of success as “rookie of the year,” President’s club, YoY attainment of quota.
- Advanced level of specialized knowledge with a record of sales success; expert in the field.
- Experienced selling through Federal Systems Integrators on large complex programs.
- Top Secret Security Clearance is highly preferred.
Who you are:
- Must be a team player and collaborative with other teammates.
- Must be a smart, creative, and aggressive hunter.
- 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 in forecasting.
- Bachelor's degree in Business, CIS, or related field preferred.
The base salary compensation range targeted for this role based out of Gigamon’s Santa Clara, CA, Headquarters office is $144,000 - $180,000, with an opportunity to earn an annual bonus or commission (subject to the plan's terms and conditions). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices.
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