Job details

Regional Sales Director - North America, Service Providers

The Regional Sales Director, Service Providers has responsibility for managing and developing accounts within the Enterprise and Service Provider markets throughout the assigned territory. You will be responsible for representing A10 Networks and selling its products and services to assigned major accounts, specifically you will employ a high-touch, high-value sales model to successfully position A10 Networks technology into accounts.

You will be responsible for developing strategic customer relationships and new account sales across the territory. Specific requirements include developing a robust sales pipeline leading to the achievement of personal and team quotas.

Candidate Qualifications:
The candidate must have prior experience of working as part of a major-account sales team selling network, infrastructure or enterprise software solutions. The ideal candidate will bring in prior relationships with a wide range of Major accounts and channel partners.

Position Qualifications:

Primary focus of this role is service provider sales and the role is responsible to drive service provider new business sales
Grow the business and deliver results to meet/exceed assigned target, control

Identify and qualify business opportunities with Major Accounts, Service Providers and mid-Market Accounts; support our distributor to develop new effective resellers in territory, and make strategic business plans to drive business with partners. Includes negotiation, coordination and business decisions to close deals
Develop reference accounts in select sectors with priority according to guidelines
Develop and present professional sales presentations, control project progress at each stage, make constant sales calls and follow up with any potential leads, work with partners aggressively to close deals and finalize contracts, meet/exceed sales quotas and revenue goals; provide effective communication of A10's technology value propositions and solutions
Manage partners' sales forecast reports as well as short-term/long-term business plans in an effective manner
Maintain constant internal communications with Sales Engineer team and outside staff of resellers and customers; turn in business forecast pipeline regularly and review with regional directors on a weekly basis

Background:

The ideal candidate will have a proven career within high tech start-up companies working as a Sales Executive within the Enterprise marketplace
The ideal candidate will have experience of value-based selling and experience of working with ROI and TCO based proposals for customers
The desirable candidate will have an in-depth knowledge of Application and Network Infrastructure and will be familiar with all aspects of the network as well as developing technology trends; there is a very strong preference for application layer experience
A degree is mandatory. Ideally with a computer science (or relevant) technical degree, you will be used to working in a high-pressure start up environment, and will be familiar with the complexities of a high growth business environment
The ideal candidate will have a "Cradle to Grave" sales strategy (cold calling to close) and will enjoy the challenge of stimulating end-user interest in A10’s technology

Requirements:

BS/BA degree or equivalent work experience
Minimum 4-year direct work experience within Internet or networking market
Minimum 15+ years sales experience
Experience of a two-tier Distribution model is a must
Good written and oral communication, including formal presentation skills
Self-motivated for new challenges to successfully deliver results
Must be able to work under pressure with limited resources
Strategic planning to build stable business stream
Demonstrate professional knowledge to customers with good communication skills
Good working knowledge of Salesforce.com (SFDC)
Good working knowledge of MS Outlook, Word, Excel

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.

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Compensation: up to 350K OTE