NetSec Sales Director

Job Description

The Globalgig NetSec Sales Director hunts for new sales acquisition by developing a market mapped with our OEM partners: Palo Alto Networks, Cisco, and Fortinet. They pursue commercial mid-market or larger accounts, between 20-500 global locations. From an array of WAN connectivity and security products, Sales Directors craft a custom-tailored transformational solution offering with an expert business outcomes case.

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This role is 80/20 focused on landing new business and new account management; it is not a channel management or farming role. Candidates should expect to build their market ecosystem over 3 years: one year to fully ramp, the second year to smooth out funnel lumps, overachieving in the third year and beyond. Compensation starts at $225K Year 1 OTE and scales past $350K in year 3. The role requires up to 35% travel within USA and Canada.

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Outcomes:

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1.      Generate 2.5x quota ($5.4M) in new recurring contract value (RCV) opportunities per quarter

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a.      Demonstrate that you are a trusted partner to people that want to work with you, by gathering repeat and referred deals from OEM reps, partners, and former/ existing customers.

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2.      Close $3.33M in new RCV year 1.

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3.      Close $8.64M in new RCV year 2+

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4.      Efficiently progress the funnel with a 35%+ average close rate.

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Demonstrated Competencies:

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1.      Sales Intelligence: demonstrated by repeated success selling complex deals with multiple and partner stakeholders and large customer buying committees.

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a.      Attention to detail and polish of work products: demonstrated by ability to focus, reason out the specifics of a work product, produce the correct deliverables, and create repeatable templates. Note we expect quite a bit of Excel and writing expertise to correctly package a proposal.

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b.      Strong negotiation and closing skills, know the deal levers to navigate complex sales cycles.

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c.      Speed of follow-up and offering the deliverables that make a difference.

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2.      Desire to Earn: previous track record of $250K+ OTE compensation

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a.      High internal stack rank or quickly-built appreciable market share in a competitive environment

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3.      Market Building: Construct a territory ecosystem of partners, vendors, and customers that organically develops new business.

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a.      Demonstrated by referrals within previous role; referrals BETWEEN 2 previous roles are a big plus, as it shows people simply like working with you.

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b.      CX Ownership: A referenceable customer is the goal of each new engagement; ensure a excellent user experience.

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4.  Self- Sufficiency in Consultative Selling: Provide tailored technology solutions that address customers’ specific challenges and business objectives. Key work products include complex deployment planning and up to 5-year technology road-mapping.

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a.      Technical Solution Ownership, including deal qualification and vendor platform down-selection without dependency on a Sales Engineer (SE). Salespeople should aspire to carry about 70% of the technical knowledge workload in each deal.

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b.      Become a subject matter expert in firewalls, SD-WAN, SASE, Cloud Connectivity, and WAN networking/ security products, with special emphasis on our key OEM platforms: Cisco, Palo Alto, and Fortinet. Stay updated on industry trends, competitor offerings, and emerging technologies to effectively position Globalgig's solutions. Share this expertise with customers and partners.

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Qualifications:

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Minimum 5 years of successful tech sales experience, preferably with a focus on selling one or more of the following: SD-WAN (Software-Defined Wide Area Networking), SASE (Secure Access Service Edge), Security Managed Services (MDR/ XDR/ SIEM/ SOAR), Networking (WAN circuits/ route/ switch), WAN security (firewalls, remote access), Cloud (IaaS) solutions. Cisco, Palo Alto, or Fortinet platforms. Demonstrated ability to work independently and remotely.

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Proficient in both Excel to build proposals, and CRM systems to manage and track sales activities.

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Bachelor's degree+ in Business, Marketing, Computer Science/ Engineering or a related field is preferred.

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*Listed comp is both salary and commissions OTE range