Aqua is looking for an enthusiastic and motivated Director, Regional Sales - East to join our growing team. The successful candidate, through their leadership, will play a key role in expanding Aqua’s market share and revenue through the growth of our customers within the assigned territory.
The Director, Regional Sales - East must be a hands-on regional leader with demonstrated sales skills that include experience in large complex enterprise deal transactions, sales pipeline development and driving new and existing business growth.
Responsibilities:
- Grow Aqua sales market share and revenue through the successful execution and management of a customer acquisition strategy for the region.
- Understand the revenue opportunity at the account and territory level and set a vision to build a pipeline in each fiscal quarter for consistent territory and business growth.
- Identify opportunities for customer development and revenue growth to increase market share within territory.
- Manage pipeline and accurately deliver weekly/monthly/quarterly forecasts for assigned territory.
- Successfully hire, manage, train, develop and motivate a professional Enterprise sales team.
- Identify & help develop leaders within your team and work with individuals to provide growth opportunities within and beyond their current role.
- Create a culture of success and ongoing business and goal achievement through the assessment and management of sales activities and forecasts to determine sales progress and required improvements.
- Drive a consistent sales approach across teams and manage overall sales process, set appropriate metrics that drive desired sales outcomes, revenue achievement and profitable growth.
- Hold the team accountable to properly identify, qualify, and grow opportunities in their pipeline following Aqua’s sales program combined with MEDDPIC. Ensure each IC understands and takes ownership of this process.
- Develop a territory plan where each IC can achieve what is asked of them including: revenue, client success and team development.
- Run weekly forecast, 1:1s and team meetings. Partner with each team member to develop and implement business and sales plans to achieve sales quota.
- Coach and mentor the team through complex customer situations, strategy, and negotiations with Aqua’s largest accounts.
- Ensure the team effectively leverages sales tools and systems consistently and in alignment with Aqua Rules of Engagement.
- Identify emerging markets and trends that could be valuable to the business and understand the competitive landscape and market trends.
- Assist with managing key customer relationships and participate in closing strategic opportunities, forging beneficial long-term relationships.
- Actively recruit ICs that fit Aqua’s culture.
Requirements:
- Proven sales professional with 7-10 years’ Enterprise/Strategic sales experience.
- 3+ years leading successful sales teams, ideally in Enterprise SaaS and/or software sales.
- Demonstrated success increasing revenue in high growth SaaS company driving incremental ARR.
- Proven track record of building & leading successful sales teams with impressive revenue growth and delivery of results to business plans.
- A strategic thinker who also loves to work side by side with sales executives in a sales cycle.
- Successful experience monitoring and evaluating sales rep progress against stated expectations, in addition to aligning and changing behavior with performance expectations.
- Must be sales process oriented, with ability to outline current process in depth, and ability to adapt to Aqua’s Sales processes.
- Implement effective sales processes and methodology around territory planning, talent assessment and resource allocation.
- Strong ability to interact and influence effectively with C-level executives, specifically CISO’s.
- Demonstrated ability to successfully negotiate & close complex contracts.
- Excellent written & verbal communication skills both with internal stakeholders, external partners/customers and within a global organization.
- Strong ability to establish credibility and trust with customers.
- Experience building influential relationships with partners in the business, including specialists, Sales Engineering, Marketing, Finance, Legal, HR, and others.
- Analytical in nature, data driven and excellent reporting and forecasting skills.
- Attention to detail is critical.
- Alignment to Aqua core values and operating with high integrity and respect.
- Ability to travel up to 70%.
Aqua Security is the pioneer in cloud native security. Founded in 2015, Aqua Security is a global late-stage scale-up and the largest pure play cloud native vendor. Aqua helps enterprises see and stop threats across every phase of the software development lifecycle, from dev to cloud and back.
If you’re ready for an exciting opportunity to dive into the hottest cybersecurity category, now is the perfect time to join Aqua! While we are a global organization of 500+ employees, every Aquarian can still make a difference and make a big impact. Aqua also offers great company culture, amazing colleagues, international travel, and lots more!
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.
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