Regional Sales Director - Mid-Atlantic Region

Regional Sales Director (IC)

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. Gigamon seeks a motivated individual to fill the position of Regional Sales Director (IC) role based in the Mid-Atlantic region. 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, who can use his or her direct sales talent to expand adoption of Gigamon capabilities. Duties also include development of business strategies and solutions for complex and multi-faceted customer problems, and internally provide advice to support the overall growth strategy for driving Gigamon's business activities in the Mid-Atlantic area.

What You'll Do:

• Advanced level of specialized knowledge, with record of sales success; expert in the field
• Responsible for the sales of company's products within an assigned geographic territory and within an assigned group of named accounts within the region. Achieves sales budget by the growth of existing accounts and the development of new accounts
• Maintains database of customers. Enters interactions with customers in SalesForce database
• Uses available resources to develop effective sales calls. These resources include 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
• Explores, identifies, and communicates potential opportunities with the Regional Business Managers and Product Managers
• Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
• Attends trade and vendor shows and meetings as required
• Provides timely communication and follow-up to customers, consistently meets the customers' 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 application of the 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, shares approach with Regional Business Managers
• Uses a wide application of complex principles, theories and concepts in the specific field
• Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
• Assists in providing training to lower level Sales staff
• Other duties as assigned

What You've Done:

• Accumulated over 8+ years of direct selling experience in the Networking or/and Network Security space.
• Established a track record of success, including achievements such as "rookie of the year," President's club membership, and consistent year-over-year attainment of quota.
• Demonstrated excellent consultative, solution selling skills to all levels within organizations.
• Showcased exceptional communication and presentation skills as a fundamental requirement.
• Resided in the region with a proven track record of building relationships with local major accounts and channel partners.
• Utilized SalesForce, demonstrating discipline in forecasting.
• Preferred a Bachelor's degree in Business, CIS, or a related field.
• Possessed a background in sales engineering, or had training in CS, IT, EE, which is considered a plus.

Who You Are:

• Collaborator with Product Managers on presentations, product demonstrations, and on-site customer visits.
• Representative of the Sales group on cross-functional teams, interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines.
• Researcher and analyst of territories, company markets, competition, and product mix; presenter on new and existing products to current and potential customers.
• Provider of innovative problem-solving approaches to enhance organizational capabilities; user of peer networks to expand technical and sales capabilities and identify new sales opportunities.
• Deviser of new approaches to problems encountered; sharer of approaches with Regional Business Managers.
• User of a wide application of complex principles, theories, and concepts in the specific field.
• Creator of opportunities to enhance technical methodology or content through the expansion of existing or development of new efforts.
• Assister in providing training to lower level Sales staff.
• Performer of other duties as assigned.
• Currently resides in Maryland, Washington D.C. or Virginia area.

The base salary + commission compensation range targeted for this role is expected to be between $264,000 - $330,000 (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company's compensation practices. Employees in this position are eligible to participate in the Company's standard employee benefit programs, which may include health and other insurances such as life and disability, and savings accounts such as a retirement plan with company matching contributions or similar, paid time off (holidays, vacation, and sick), tuition reimbursement, employee assistance program (EAP), business travel accident insurance, employee discounts, and employee referral program. Additionally, employees may be eligible to participate in the Profit Interest Units plan.