Sales Director, Commercial North Central

This is a remote role however only candidates who currently reside in Illinois, Indiana, Michigan, Ohio or Wisconsin will be considered.
About RedSeal
At RedSeal, our vision is a world resilient to increasing cyber threat through a focus on, and mastery of, cybersecurity fundamentals. We boldly deliver on our promise to help organizations master cybersecurity fundamentals in a world of rapidly escalating cyber complexity and threats. We do this by providing a security solution that enables every global organization to be confident that it understands what’s on the network, how it’s connected and the associated risks. RedSeal calculates a model of the networking infrastructure (physical, cloud, hybrid) and delivers business outcomes – Cyber Visibility (know what's on the network), Compliance (show how is everything connected and communicating), and Risk Measurement (quantify cyber risk). Customers use RedSeal to improve their overall level of cyber resilience, accelerate incident containment and enhance the productivity of the resource-constrained security and networking teams through continuous monitoring.
More than 220 Global 2000 corporations and government agencies that depend on the most sophisticated security depend on RedSeal. Our commercial customers span the healthcare, finance, utilities, service provider, technology, and retail sectors. Our government customers include large U.S. federal agencies, including the DoD, civilian, and intelligence communities. RedSeal serves global customers in North America, Europe, and Asia. Founded in 2004, RedSeal is headquartered in Menlo Park, California.
Performance Objectives

• Create account-specific strategy and plans for Top 10 Expansion opportunities.
• Accurately (90% or better) forecast monthly, quarterly and annual close rates.
• Create and develop pipeline of qualified opportunities to capture new logos and expand the platform within current customers.
• Maintain up-to-date information (activities, next steps, support cases, technical blockers, etc.) on active pipeline opportunities within Salesforce.com.
• Achieve 95% or better support renewal rate for existing customers.
• Meet and exceed both quarterly and annual bookings goals.

Additional Responsibilities

• Develop business strategies and solutions for complex and multi-faceted customer problems.
• Understand and effectively navigate complex procurement processes by building executive relationships with key purchasers and influencers.
• Build and maintain trusted relationships with associates and customers.
• Provide periodic reports, as required, to management on key opportunities, new business, business at risk, market trends and the competitive landscape, including pricing and feature sets.
• Coordinate with appropriate RedSeal groups to generate and deliver winning proposals, RFI/RFP responses and Statements of Work.
• Identify and attend industry forums, tradeshows and events, as required.
• Coordinate and collaborate with the Sales Engineering (pre-sales) and Professional Services (post-sales) organizations to ensure the availability of technical resources to meet customer and sales requirements.
• Influence and negotiate with peers, partners and customers using a Win/Win philosophy.
• Provide customer feedback to other RedSeal teams regarding product, market development and other sales opportunities.
• Maintain, track and report standardized sales metrics to leadership on a regular basis.
• Develop deep understanding of RedSeal Platform capabilities in order to present to multiple persona (technical user through executive) within current and prospect customers.

Required Qualifications/Skills

• A high sense of urgency and a passion for serving the customer.
• 10+ years’ experience selling enterprise software in the cloud, network and/or security industry; additional experience with SDN and hybrid-cloud environments preferred.
• Ability to translate technology into compelling value-propositions for enterprise customers.
• Strong communication and executive-level presentation skills
• Excellent customer relationship building and interpersonal skills.
• Successful track record of sales to specific verticals: Finance, Healthcare, Retail, Energy, High Tech preferred.
• The ability to adapt to changing requirements, multi-task and prioritize and reprioritize responsibilities.
• Bachelor’s degree or equivalent experience.
• Strong analytical, organizational, project management and time management skills.
• Ability to develop multi-year sales strategies to expand footprint within large enterprise customers.
• Track record and confidence for closing large seven figure, enterprise deals that require working with and support from multiple customer constituents.
• Ability to quickly understand and articulate new technology.
• Experience using consultative solution-selling methodology with complex, enterprise customers.
• A proven track record of quota achievement.
• Deep understanding of how to build a territory/region in a fast growing, dynamic environment.
• Experience using SalesForce.com and/or similar CRM tools.
• Ability to work across the company to garner appropriate resources, develop sales strategies.
• Excellent leadership skills with the ability to work independently and to drive closure of issues in collaboration with cross functional organizations at all technical and business levels.

Other Job Details

• This position reports to the VP, Global Commercial Sales.
• Domestic travel required.