Gigamon seeks a motivated individual to fill the position of Regional Sales Director for Federal/Civilian accounts. This position will report directly to the Sr. Director of Civilian Sales and responsible for selling to selected Federal Civilian Agencies, SSA, USDA, DOI, HUD, DOL, DOT, EPA, and OPM will be core accounts. 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.
This position will involve selling to selected federal civilian agencies. As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align with Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure.
What you’ll do:
- Responsible for selling the company’s products through the Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government.
- Achieves sales budget by the growth of existing accounts and the development of new accounts.
- Maintains database of customers and partners and enters that data and interactions with customers in Salesforce.com.
- Develops effective sales calls using available resources, including opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees, and sample requests.
- 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.
- Explores, identifies, and communicates potential opportunities with the Sales, Marketing, and Product Managers.
- Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities.
- Forecasts with a high degree of accuracy through Salesforce.com.
- Attends industry and vendor shows and meetings as required.
- Provides timely communication and follow-up to customers and partners and consistently meets customer expectations.
- Provide pertinent market and competitive information to the organization.
- In collaboration with Product Managers, develops short—and long-range strategies for product expansion; assesses potential applications of company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions.
- Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits.
- Represents Sales group on cross-functional team interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines.
- 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.
- Devises new approaches to problems encountered and shares approach with Sales, Marketing, and Product Management.
- Uses a broad application of complex principles, theories, and concepts in the specific field.
- Creates opportunities to enhance technical methodology or content by expanding existing or developing new efforts.
- Track record of analytical capability in a high-performance environment.
- Assists in providing training to lower-level Sales staff.
- Other duties as assigned.
What you’ve done:
- Advanced level of specialized knowledge, with a record of sales success; expert in the field.
- 5+ Years of direct selling to Civilian Agencies.
- BA/BS in business, computer science, information systems, or a related field is preferred.
- 3+ years of direct selling experience in Security, Networking, Virtual and/or Cloud space.
- Proficiency in advanced sales methodologies.
- Academic training or bench experience in CS, IT, and EE is a plus.
- High attention to detail and proven organization and administration skills.
- Ability to accomplish projects with little supervision.
- Proficient in using the latest versions of Microsoft Office products.
- Experience using Salesforce.com.
- Familiar with quoting software, a plus.
- Excellent verbal and written communication skills in English.
- Ability to deliver written and oral presentations.
- Able to provide proof of driver’s insurance.
The base salary compensation range targeted for this role based out of Gigamon’s Santa Clara, CA, Headquarters office is $132,000 - $165,000, 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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