Regional Sales Manager - Northeast

The Regional Sales Manager - Northeast at OpenEye has a wide range of responsibilities, including meeting and exceeding sales goals through effective territory management, building relationships with regional accounts, dealers, and distribution partners, conducting training and joint sales calls, and preparing for key regional and national trade shows. This role is also responsible for onboarding new channel partners such as Certified and Premier Partners.

To qualify for the Regional Sales Manager - Northeast position at OpenEye, candidates should have a Bachelor’s degree or equivalent industry experience, a minimum of five years of outside sales experience—preferably in a technology discipline—along with three years of business-to-business sales experience. Strong territory management skills, Microsoft proficiency, and technical aptitude are also highly valued.

At OpenEye, the work culture is collaborative, creative, and fun. We encourage idea sharing and provide a casual atmosphere where employees can wear jeans. Our team-oriented mindset promotes open communication and collaboration, ensuring that everyone feels included and motivated to contribute their best.

The Regional Sales Manager - Northeast role at OpenEye requires significant travel, with expectations that you'll be on the road for approximately 70% to 85% of your time. This travel includes overnight stays and occasional weekends, enabling you to engage directly with clients and partners across the region.

OpenEye provides an excellent benefits package for its Regional Sales Managers, including medical, dental, vision, and prescription benefits starting on day one, generous paid vacation, 401(k) matching, educational assistance programs, and various other perks, like the employee equipment program that includes a free Alarm.com system for your home.

In approaching territory management, I focus on understanding the unique needs of the region and segmenting my accounts to tailor my sales strategy effectively. I prioritize key accounts and allocate resources based on potential sales growth while ensuring regular engagement with all partners to build lasting relationships and maximize opportunities.

Certainly! In a previous role, I encountered a situation wherein a client was dissatisfied with a product. I listened to their concerns thoroughly, collaborated with the technical team to address the root cause, and proposed a tailored solution. By keeping the client informed throughout the process and following up to ensure satisfaction, I was able to retain their business and strengthen our relationship.

To meet sales goals, I develop a detailed action plan that outlines my targets and the steps needed to achieve them. This includes prioritizing high-potential leads, utilizing CRM tools to track progress, and regularly reviewing my performance to adjust strategies as necessary. I also leverage collaboration with my team and partners to share insights and best practices for optimal results.

Training and supporting channel partners is crucial for successful collaboration. I organize regular training sessions tailored to their needs, utilizing real-life scenarios to make learning relevant. I also ensure open lines of communication so they feel comfortable reaching out for assistance and provide them with regular updates on new product features and sales tools.

I have extensive experience in selling cloud-based solutions, which I learned while working in the tech industry. I ensure I’m up-to-date with the latest product offerings and trends to articulate their benefits effectively. I also share valuable insights with potential customers to help them understand how these solutions can improve their operations.

I am drawn to OpenEye because of its commitment to innovation and delivering cutting-edge solutions in the security industry. I admire the collaborative culture you foster, and I want to be part of a team that values creativity and excellence. I believe my sales expertise closely aligns with OpenEye's mission and goals, making this role an ideal fit.

In dealing with competition, I stay informed about market trends and competitors. I focus on building strong relationships with clients by understanding their specific challenges and offering tailored solutions. My goal is to position myself as a trusted advisor rather than just a salesperson, ensuring clients see the value in partnering with us.

I rely on CRM software for sales reporting and management, which allows me to track client interactions, sales performance, and forecast future sales. Additionally, I use Excel for data analysis, generating insights that help inform my sales strategies and improve operational efficiency.

One successful presentation involved showcasing a new video management solution to a large commercial client. I tailored the presentation to address their specific needs and pain points, demonstrating how our product could streamline their security operations. This approach led to a productive dialogue and ultimately, a successful contract.

I employ a combination of market research, networking at industry events, and analyzing competitor partner lists to identify potential channel partners. Once I identify them, I conduct due diligence to understand their business model and approach them with a value proposition that aligns with their goals and objectives.