NetSec Sales Director

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.

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.

Outcomes:

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

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.

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

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

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

Ensure you read the information regarding this opportunity thoroughly before making an application.

Demonstrated Competencies:

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

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.

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

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

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

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

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

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.

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

1. 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.

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.

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.

Qualifications:

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.

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

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

*Listed comp is both salary and commissions OTE range