Regional Sales Manager
Identity Security
Updated on 2/9/2024
Experience Level
Desired Skills
Microsoft Azure
Sales & Account Management
  • Proven track record of successfully driving the adoption of SaaS solutions within enterprise accounts
  • Expertise in forecasting, sales planning, and sales operations
  • Ability to engage and influence C-level and senior-level security executives
  • Technical passion with a good understanding of cloud security technology
  • Experience handling deal sizes in the high six figures and beyond
  • Consistent history of surpassing revenue quotas and achieving new customer adoption goals
  • Established reputation as a high-integrity top performer
  • Strong connections with senior-level security professionals among customers and partners
  • Collaborate with sales team and partner ecosystem on customer engagements
  • Build a strategic go-to-market plan and execute against it
  • Source, develop, and successfully close complex software security programs within the enterprise and mid-market segment
  • Assess customer needs and implement strategies to accelerate the closing of deals and drive adoption with current and new customers
  • Lead end-to-end Security conversations, share best practice and key competitor knowledge across solution areas
  • Identify key decision makers and build strong relationships with senior stakeholders
  • Consistently meet and surpass quarterly sales targets
  • Conduct forecasting for assigned accounts and develop a portfolio and territory plan
  • Capitalize on upselling and cross-selling opportunities with existing customers
  • Serve as a trusted advisor, conducting meetings with clients, delivering compelling presentations and proposing value-added services
  • Skilfully negotiate and influence to achieve successful outcomes
  • Support and participate in corporate tradeshows and events
  • Maintain effective communication with internal stakeholders within Channel Management, Customer Success, Marketing, and Professional Services
  • Manage, follow up on, and qualify all leads, ensuring accurate tracking within the CRM system
  • Drive engagements at the C-level and foster relationships with key stakeholders across complex organizations
Desired Qualifications
  • Presence in the Software Security industry with proven experience of speaking at industry events
  • Knowledge of BeyondTrust portfolio, Microsoft 365 Defender, extended detection and response (XDR) or related technologies such as Prisma Cloud, Crowdstrike, Proofpoint, Splunk
  • Certifications such as Certified Information Systems Security Professional (CISSP), Certified Cloud Security Professional (CCSP), and / or relevant Security or Azure certification
  • Experience with industry recognized sales methodologies, e.g., Challenger, SPIN, MEDDIC, Solution Selling