Regional Sales Director – Atlanta, Federal, Dallas

Regional Sales Manager

  • Atlanta, GA
  • Full-time

Company Description

Our client is on the hunt for Regional Expertise handling the South East. They are focused on a disruptive Security technology which will be the next multi-million dollar security market. This is a great  opportunity to be part of a small growiing team, work directly with executive leadership, be a direct influence sales strategy and roadmap, and work with some of the world’s largest and most respected companies and security integrators.

We are seeking candidates with the ability to hunt – driven and track record of success to sell to large and demanding customers. You will be responsible for driving the entire sales process from initial conversation and needs analysis to delivering on-site demos, coordinating with Sales Engineers and Systems Integrators, and securing expansion and renewal business. You will have the opportunity to work with everyone from the Fortune 100/1000 to professional sports teams, prison systems and large service providers.

What our client offers:

  • Uncapped commissions
  • Career advancement through promotion from within
  • Competitive benefits and 401K
  • Technology allowance
  • A sales-first culture

Job Description

  • Ability to drive the complex sales cycles associated with deals starting in the $100,000s and scaling up to multiple $1,000,000s.
  • Build mutually-beneficial relationships with Security Integrators and Resellers.
  • Drive deals by leveraging internal resources (Sales Engineering, Product Management, Executive Leadership) while coordinating effectively and collaboratively with our highly valued Security Integrators and Resellers.
  • Conduct on-site demonstrations of the product and represent our client at conferences and tradeshows.
  • Manage customer relationships beyond the close to ensure expansion and renewal business.
  • Be a collaborative, team player by sharing your insights and challenges with the team so that we can all move faster, sell more, and make more money!

Qualifications

  • You want to work for a startup – going above and beyond, being challenged and constantly having to adapt your sales process makes you excited to wake up on a Monday morning!
  • You are a TOP performer with the quota attainment, compensation history, and awards to back it up.
  • Minimum of 7-10 years of individual quota-carrying sales experience (preferably selling to IT or Security buyers).
  • Able and excited to travel domestically and internationally (if needed).
  • Track record of selling large deals ($500K- $1M+) to large companies (5,000-10,000+ employees).
  • You want to join a company at an early stage because you see the opportunity to advance your career and your earning potential through hard work and execution
  • Team player – we are all in this together!

OTHER REQUIREMENTS:

  • Travel documents enabling travel to Europe and within the USA
  • Valid driver’s license
  • College degree

Additional Information

Ground floor opportunity … 

Lightspeed Human Capital Management Inc. is a global leader in international recruitment services, specializing in Network Optimization, Service Assurance, Security, OSS/BSS, and SDN/NFV within the telecom space.  Lightspeed works with leading clients in the technology sector and is always looking for exceptional candidates searching for their next opportunity. If this sounds like you, connect with us on LinkedIn, follow us on Twitter @talentxfactor, and visit our website www.talentxfactor.com.

Regional Sales Director – Seattle

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

  • Advanced level of specialized knowledge, with record of sales success; expert in the field
  • Responsible for the sales of company’s products within an assigned geographic territory and within an assigned group of named accounts within the region.  Achieves sales budget by the growth of existing accounts and the development of new accounts
  • Maintains database of customers.  Enters interactions with customers in SalesForce database
  • Uses available resources to develop effective sales calls.  These resources include opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees and sample requests
  • Sells new and existing products, discovers new opportunities, and secures incremental business
  • Explores, identifies, and communicates potential opportunities with the Regional Business Managers and Product Managers
  • Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
  • Attends trade and vendor shows and meetings as required
  • Provides timely communication and follow-up to customers, consistently meets the customers’ expectations
  • Provide pertinent market and competitive information to the organization
  • In collaboration with Product Managers, develops short and long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions
  • Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits
  • Represents Sales group on cross-functional team interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines
  • Researches and analyzes the territories and the company’s markets, competition and product mix; makes presentations on new and existing products to current and potential customers
  • Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
  • Devises new approaches to problems encountered, shares approach with Regional Business Managers
  • Uses a wide application of complex principles, theories and concepts in the specific field
  • Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
  • Assists in providing training to lower level Sales staff

Qualifications

  • BA/BS in Business, CIS, or related field preferred.
  • 5 -8 years of experience in a related area or equivalent combination of education / experience.
  • Academic training or bench experience in CS, IT, EE a plus
  • Track Record of analytical capability in a high performance environment
  • High attention to detail and proven organization and administration skills
  • Ability to accomplish projects with little supervision
  • Proficient using the latest versions of Microsoft Office products
  • Experience using SalesForce.com
  • Familiar with Quoting software a plus
  • Familiar with SQL and Crystal Reports a plus
  • Excellent verbal and written communications skills in English
  • Ability to deliver written and oral presentations
  • Able to provide proof of driver’s insurance

Product Marketing Manager

Company Description

Lightspeed Human Capital Management has relationships with some of the most influential and cutting edge technology companies in the world – and business is booming.

As a Product Marketing Manager, you will be responsible for positioning our product and brand through multi-channel marketing campaigns. The position requires writing ability, design judgment, and a passion for technology. Our client’s lean marketing team offers you the opportunity to work in a broad capacity with plenty of room for growth. Join us to help shape the future of enterprise security.

Our client secures cloud and mobile for the Global 2000 with their award-winning product suite that delivers total data protection.

Job Description

  • Advance our message with new content, including whitepapers, case studies, product overviews, and more.
  • Provide thoughtful feedback on product messaging, PR efforts, and content plans.
  • Guerilla Marketing – think outside the box and take risks to get the company message heard.
  • Build out new webinar content and act as a voice for the company.
  • Own our website content – clarity, consistency, accuracy and search ranking.

Qualifications

  • Passion for written and verbal communication in the languages of technology and business.
  • The ideal candidate is a recent graduate with drive to fast-track their career in marketing.
  • Bachelor’s degree required.
  • This is an environment where your natural abilities grow into a great career.

Principle Sales Engineer – AWS

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

My client is looking for a Principal Sales Engineer to support our AWS solutions.This hire will be based at our Headquarters in Santa Clara, CA or a suitable remote location.

Responsibilities

  • Provide technical Sales support for their AWS products and solutions.
  • Performs a high-level specialized systems engineering role as an individual contributor supporting the worldwide sales teams.
  • Performs in-depth and technical presentations on AWS and other emerging technologies for customers, partners, and training events.
  • Designs network monitoring architectures with top worldwide customers.
  • Responsible for assisting local teams with complex and strategic proof of concepts and product evaluations around AWS solutions.
  • Provides mentorship/guidance on emerging technologies and competitive trends to key customers, partners, and field sales teams.
  • Frequent travel will be required for customer meetings, partner trainings, and complex POCs.
  • Communication driver between Field and Corporate on technical issues.
  • Complex pre-sales technical support.
  • Complex Bid Support.
  • Account and VAR Management/Development

Qualifications

  • Bachelor Degree in a technical area (Computer Science, Computer Engineering); or equivalent work experience.
  • 8-10 years experience in a Pre-Sales Engineer role.
  • 2-5 years experience with AWS products and solutions.
  • 15 years industry experience.
  • Experience in a customer facing role.
  • Effective technical presentation skills.
  • Good Communication capabilities.
  • Comfortable with technical and business English usage (documents reading, e-mails, conference calls)

Sr. Product Marketing Manager – Cloud

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

Our client is seeking a Manager or Sr. Manager of Product Marketing – Cloud to play a vital role in marketing the cloud and virtualization offerings in our portfolio.Reporting to the Sr. Director of Product Marketing, the right candidate must be a team player with demonstrated excellence in articulating benefits of product capabilities to target customers with accurate positioning and simplified messaging. The ideal candidate should have an “insurgent” mentality to “think and act exponentially” for maximum impact and find new and innovative ways to raise awareness among target buyers and move them towards consideration and purchase. (S)he should have a deep understanding of both cloud deployment models (SaaS, IaaS, PaaS) and cloud service models (public/private/hybrid) and the routes-to-market applicable for each. The experienced candidate should have proven outstanding communication skills (both verbal and written) and relationship building skills with the ability to communicate and influence at multiple levels internally and externally. The candidate would lead initiatives to translate strategy into action with excellent cross-functional project leadership skills, new content creation skills and must have a strong track record of success with new offerings.

The candidate should have the requisite presence to develop himself/herself as a domain and subject matter expert in the Cloud and Visibility markets, and be able to speak at external industry events/forums with confidence and authority.

Responsibilities

  • Be responsible for defining the product marketing strategy for both current and future cloud and virtualization products .
  • Author and design external-facing content such as datasheets, videos, white papers, solution briefs and other thought-leadership or high-impact collateral
  • Develop go-to-market messaging and strategy for new products in the pipeline
  • Perform comprehensive competitive marketing analysis and deliver succinct “Point of View” assessments to coach the sales field and channel partners. Use learnings from the competitive analysis to communicate / document with clarity the key differentiators in offerings in external marketing messages.
  • Adept at understanding highly technical concepts and translating them into simplified market-ready messages that will resonate with customers and prospects.
  • In collaboration with other peers in the CMO team, support and drive the creation of compelling sales enablement, channels enablement and customer-facing assets conveying the company message and point-of-view, including: presentations, white papers, web pages, battle cards, videos, sales playbooks, blogs, press articles and promotions.
  • Craft content and key messages for major events and tradeshows
  • Provide account-specific support to the global Field team to strengthen customer relationships and secure new business.
  • Be a spokesperson for the company in interviews with media and analysts
  • Develop content and new articles for channel partner and customer newsletters
  • Must be able to embrace the culture by working as a true cross-functional team player.

Qualifications

  • Computing/IT/Engineering or technical degree desired. MBA strongly preferred, but a business aptitude – through real-world experience – is essential.
  • Overall 15+ years of experience with at least 7+ years in product management / product marketing in the field of cloud/virtualization, security, or IT operations, with a mix of experience in both established companies and start-up/challenger environments
  • Deep familiarity with either Amazon Web Services (AWS) or Microsoft Azure, their services and ecosystems
  • Knowledge of orchestration frameworks (e.g. OpenStack), multi-hypervisor environments (at least one of VMware ESXi, Microsoft Hyper-V or KVM) and other cloud infrastructure
  • Ability to balance marketing goals with financial objectives
  • Experience or familiarity with programmatic interfaces (e.g. REST APIs and JSON models)
  • Experience developing/engaging with online customer communities including social media.
  • Ability to articulate fresh and original viewpoints succinctly in blog posts, online avenues and other written publications
  • Strong collaboration & persuasive skills, showing ability to influence at multiple levels, gaining support and trust across the organization to achieve business outcomes.
  • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to a variety of audiences, including executives, mid-level management, engineers, customers, partners, sales and sales engineers, analysts, journalists and social media.
  • Ability to multiplex multiple projects in a fast-paced environment. Must be highly responsive to demands by the field and customers

Sr. Product Manager – Cloud and Virtualization

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

Our client is seeking a Senior Product Manager – Cloud and Virtualization to play a vital role in our product line management team. Reporting to the Director of Product Management, the right candidate will be a strategic team player with demonstrated excellence in defining and translating strategy into world-class products focused on Visibility and Security for applications in the private and public cloud. The ideal candidate would have an excellent understanding of the Cloud (AWS, Azure, Google) and Data Center virtualization (VMware, Cisco ACI, OpenStack) technologies, and market dynamics.

The candidate must have an appreciation of the key challenges facing IT and security teams deploying virtualized solutions in their private cloud or migrating to the public cloud with the ability to think, operate and balance priorities in extreme dimensions—strategic and tactical, long-term and near-term, architectural supremacy and financial objectives, inbound product management and outbound product marketing and be able to embrace 360-degree ownership of products.

(S)he should have outstanding communication skills and relationship building skills with the ability to communicate and influence at multiple levels internally and externally. The candidate would lead the organization to translate strategy into action with excellent cross-functional project leadership skills, strong and detailed product definition skills, rigorous prioritization skills and an outstanding track record of results creating market success with new solutions.

Responsibilities

  • Own the product strategy for virtualization and cloud visibility products that will be sold to xOps teams in multiple industry verticals. Responsibilities span market analysis to identify market gaps/needs, value proposition development to identify new products and capabilities, build business case for new programs.
  • Think like a business owner to monetize products that are developed. Own the pricing strategy to drive profitable revenue growth
  • Collaborate with customers, CTO, Sales and Engineering functions to define with precision the target use cases and what needs to be built by engineering to meet those use cases. Make judicious objective choices on priorities to maximize the return on investment for our client.
  • Work with product marketing, solutions marketing, and the rest of the CMO team for positioning and messaging, content and collateral development, sales enablement and outbound communications to customer and partner engagement.
  • Define and build out the key differentiated cross-portfolio (+ Partners) value propositions that will drive penetration as it pertains to visibility in the infrastructure market.
  • Serve as the subject matter expert in the product management team for the virtualization and cloud space to represent externally in front of customers and partners, and internally in discussions with the CMO, Sales and Engineering teams.
  • Assess the competitive landscape and define winning strategies. Ability to do a deep-dive competitive analysis and communicate/document with clarity the key differentiators in the solutions
  • Support Product Marketing in identifying, engaging and building relationships with key ecosystem/go-to-market partners and customers. Support the identification, development and marketing of joint solutions with selected partners.
  • Have a talent for understanding highly technical concepts and translating them into market-ready messages that will resonate with customers and prospects.
  • In collaboration with other peers in the marketing team, support creation of compelling sales enablement and customer-facing assets conveying the company message, including: presentations, white papers, web pages, battle cards, sales playbooks, blogs, press articles and promotions.

Qualifications

  • MS in Engineering. MBA strongly preferred.
  • At least 5+ years of product management and product marketing experience in the field of virtualization and cloud technologies, with a mix of experience in both established companies and start-up/challenger environments
  • Ability to balance product requirements with financial objectives by making sound business choices and make the necessary priority calls. Ability to translate innovative ideas into successful products, where success is measured by revenue generated from the products brought to market
  • Deep understanding of Cloud and Virtualization technologies: Experienced with developing products for IaaS platforms (Amazon Web Services, Microsoft Azure…) and private clouds or SDN architectures enabled by VMware ESX/NSX, Cisco ACI, OpenStack
  • Familiar with the concept of containerized applications (Docker) and micro services
  • Experience with defining and building Orchestration and Automation solutions using API driven architectures

Regional Sales Director- NYC

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

  • Advanced level of specialized knowledge, with record of sales success; expert in the field
  • Responsible for the sales of company’s products within an assigned geographic territory and within an assigned group of named accounts within the region.  Achieves sales budget by the growth of existing accounts and the development of new accounts
  • Maintains database of customers.  Enters interactions with customers in SalesForce database
  • Uses available resources to develop effective sales calls.  These resources include opportunities identified by previous sales calls, invoices, Tech Service cases, webinar attendees and sample requests
  • Sells new and existing products, discovers new opportunities, and secures incremental business
  • Explores, identifies, and communicates potential opportunities with the Regional Business Managers and Product Managers
  • Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities
  • Attends trade and vendor shows and meetings as required
  • Provides timely communication and follow-up to customers, consistently meets the customers’ expectations
  • Provide pertinent market and competitive information to the organization
  • In collaboration with Product Managers, develops short and long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions
  • Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits
  • Represents Sales group on cross-functional team interfacing with R&D, production, and manufacturing to develop new products or enhance existing products or product lines
  • Researches and analyzes the territories and the company’s markets, competition and product mix; makes presentations on new and existing products to current and potential customers
  • Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities
  • Devises new approaches to problems encountered, shares approach with Regional Business Managers
  • Uses a wide application of complex principles, theories and concepts in the specific field
  • Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts
  • Assists in providing training to lower level Sales staff

Qualifications

  • BA/BS in Business, CIS, or related field preferred.
  • 5 -8 years of experience in a related area or equivalent combination of education / experience.
  • Academic training or bench experience in CS, IT, EE a plus
  • Track Record of analytical capability in a high performance environment
  • High attention to detail and proven organization and administration skills
  • Ability to accomplish projects with little supervision
  • Proficient using the latest versions of Microsoft Office products
  • Experience using SalesForce.com
  • Familiar with Quoting software a plus
  • Familiar with SQL and Crystal Reports a plus
  • Excellent verbal and written communications skills in English
  • Ability to deliver written and oral presentations
  • Able to provide proof of driver’s insurance

Sr. Presales Engineer DC/MD

Company Description

My client empowers infrastructure architects, managers and operators with pervasive visibility and control of traffic across both physical and virtual environments without affecting the performance or stability of the production network. Through patented technologies, centralized management and a portfolio of high availability and high density fabric nodes, network traffic is intelligently delivered to management, monitoring and security systems.

Job Description

Provide technical Sales support for all products and solutions.

Performs a very high-level specialized systems engineering role as an individual contributor specializing in pre-sales activities for traffic visibility product line.

Performs in-depth and technical presentations for customers, partners, events.

Designs network monitoring architectures with top customers.

Responsible from deployment to completion for all customer proof of concepts and product evaluations.

Provides mentorship/guidance on Technology and competitive trends to clients, partners, and employees.

Manage key End User technical relationships.

Communication driver between Field and Corporate on technical issues.

Complex pre-sales technical support.

Complex Bid Support.

Account and VAR Management/Development

Qualifications

Bachelor Degree in a technical area (Computer Science, Computer Engineering); or equivalent work experience.

8-10 years experience in a Pre-Sales Engineer role in LAN or network monitoring.

15 years industry experience.

Experience in a customer facing role.

Effective technical presentation skills.

Good Communication capabilities.

Comfortable with technical and business English usage ( documents reading, e-mails, conference calls

Regional Sales Director – Western Region

Company Description

Our client is VC-backed, B funding this year. Offering a SaaS network intelligence solution to both service providers and enterprise markets. Providing real-time end to end network and cloud visibility.

Product already in market, tracking at 5x over last years revenue. Fast growing, shallow organization, equity in a comp. package.

Job Description

Looking for someone to lead the Western Region, including both mid-market and field sales.

  • Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
  • Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
  • Implements national sales programs by developing field sales action plans.
  • Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
  • Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
  • Completes national sales operational requirements by scheduling and assigning employees; following up on work results.
  • Maintains national sales staff by recruiting, selecting, orienting, and training employees.
  • Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
  • Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.
  • Contributes to team effort by accomplishing related results as needed.

Senior Sales Executive – Canada

Company Description

Our client is a cybersecurity company that makes it possible for individuals and enterprises to be both mobile and secure. With 100 million mobile sensors fueling a dataset of virtually all the mobile code in the world, the Lookout Security Cloud can identify connections that would otherwise go unseen – predicting and stopping mobile attacks before they do harm.

Job Description

Our client is looking for a talented and experienced sales professional to join our enterprise sales team. The Enterprise Account Manager will be responsible for sourcing and growing our business with large enterprise customers. We expect this position to be a critical member of the team working hand in hand with sales engineering, inside sales and our client’s partners.

What Will You Do?

• You will work well in a matrixed environment, building a “virtual” team to drive success of your territory

• You will focus on engaging, closing and growing the top accounts in your territory in close collaboration with channel partners.

• You will consistently build new opportunities while serving and growing existing accounts.

• You will have excellent relationship management skills that translate into identifying decision-makers and influencers

• You will manage opportunities, quota attainment, sales presentations, short-term, mid-term, and long-term

• You will provide accurate and timely forecasts to sales management

 

Qualifications

• Minimum 8+ years experience selling enterprise security products and services. Mobile software or security sales is a plus.

• Strong track record of driving sales in a high-touch model and collaborating effectively with channel partners in the security and/or wireless communications industry.

• Mastery of and ability to cultivate existing and new relationships

• Experience developing sales strategies, preparing proposals and quotes and presenting software products

• Broad-based technological awareness in the telecommunications or security industry, complemented by knowledge of mobile software concepts, with specific skills in the area of enterprise mobile security

• Excellent communication skills, both written and oral

• Strong presenter and closer with the ability to demonstrate the necessary skills to negotiate issues with peers, partners and customers using a Win/Win philosophy

• Creative innovator who is a proactive team player, with a proven track record working in matrixed environments

• Excellent business acumen

• Good relationship building and consultative skills

• Ability to prioritize in a dynamic, changing environment

• Ability to Travel