Regional Sales Director - Navy-Marine Corps

at  Gigamon

Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure, and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide.
Gigamon delivers visibility and analytics on all data-in-motion across the hybrid cloud network to solve critical security, performance, and budget requirements – freeing you to accelerate digital innovation. Gigamon protects the largest, most complex, and most secure networks on the planet. Our products are broadly deployed across the Global 5,000 enterprises, playing a critical role in securing complex hybrid multi-cloud environments.
Gigamon is seeking an experienced Regional Sales Director responsible for selling to the US Navy and US Marine Corps, and other agencies as required. As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the entire life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, and who can use his or her direct sales talent to expand the adoption of Gigamon capabilities. Duties also include the development of business strategies and solutions for complex and multi-faceted customer problems and internally providing advice to support the overall growth strategy for driving Gigamon’s business activities in the US Federal Government.

WHAT YOU’LL DO:

• Responsible for the sales of the company’s products through Value Added Reseller (VAR) channel within an assigned territory and/or within an assigned group of named accounts within the US Federal Government.
• Maintains database of customers and partners and enters that data and interactions with customers in Salesforce.com.
• Achieves sales goals through the growth of existing accounts and the development of new accounts.
• Sells new and existing products, discovers new opportunities, and secures incremental business through VAR channel and independent sales activity.
• Assists and collaborates with assigned Presales Systems Engineers to develop and position Gigamon solutions to existing customers and prospects.
• Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities.
• Forecasts with a high degree of accuracy through Salesforce.com and Clari.
• Attends industry and vendor shows and meetings as required.
• Provides timely communication and follow-up to customers and partners, consistently meets the customers’ expectations.
• Provide pertinent market and competitive information to the organization.
• 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.
• Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts.
• Frequent travel to client sites throughout the U.S.

WHAT YOU’VE DONE:

• Bachelor’s degree in Business, CIS, or related field preferred.
• 8+ Years of direct selling to the US Navy and Marine Corps with direct client relationships required.
• 8+ years of direct selling experience in the Networking or/and Network Security space.
• Experienced selling through Federal Systems Integrators on large complex programs.
• Achieves sales goals through the growth of existing accounts and the development of new accounts.
• Advanced level of specialized knowledge with record of sales success; expert in the field.
• Top Secret Security Clearance is highly preferred.
• Track record of success as “rookie of the year,” President’s club, YoY attainment of quota.
• Experience with Salesforce.com. Highly disciplined in forecasting.