Job Description
The Regional Sales Director - Toronto is responsible for managing and developing accounts within the Service Provider market throughout the assigned territory. You will be responsible for representing A10 Networks and selling its products and services to assigned major Service Provider accounts. You will employ a high-touch, high-value sales model to successfully position A10 Networks technology into Service Provider accounts.
You will be responsible for maintaining and developing strategic customer relationships with specific Provider Accounts in your territory. Primary focus is calling on Tier 1 Canadian Service Providers and MSO's. Specific requirements include developing a robust sales pipeline leading to the achievement of personal and team quotas.
You will be responsible for maintaining and developing strategic customer relationships with specific Provider Accounts in your territory. Primary focus is calling on Tier 1 Canadian Service Providers and MSO's. Specific requirements include developing a robust sales pipeline leading to the achievement of personal and team quotas.
Candidate Qualifications
The candidate must have prior experience as part of a Service Provider Sales Team selling network infrastructure, security, and software solutions to Service Providers. The ideal candidate will bring in prior relationships with a wide range of Service Provider accounts and Channel Partners in his/her region.
Position Qualifications
- Primary focus of this role is end-user sales, and the role is responsible to drive end user sales in Service Provider accounts
- Grow the business and deliver results to meet/exceed assigned quotas
- Identify and qualify business opportunities with Service Providers Accounts. Support our Distributor to develop new effective resellers in the territory and make strategic business plans to drive business with partners. Includes negotiation, coordination, and business decisions to close deals
- Develop business in additional assigned Service Provider accounts
- Develop and present professional sales presentations, control project progress at each stage, make constant sales calls and follow up with any potential leads, work with partners aggressively to close deals and finalize contracts, meet/exceed sales quotas, and revenue goals; Provide effective communication of A10's technology value propositions and solutions
- Manage sales forecast reports as well as short-term/long-term business plans in an effective manner
- Work closely with your Sales Engineer in all technical aspects required to develop opportunities and manage the entire sales lifecycle
- Maintain constant internal communications with Sales Engineer team and outside staff of resellers and customers; Turn in business forecast pipeline regularly and review with regional directors on a weekly basis
Background
- The ideal candidate will have a proven career within high tech start-up companies working as a Sales Executive within the Service Provider market
- The ideal candidate will have experience of value-based selling and experience of working with ROI and TCO based proposals for customers
- The desirable candidate will have an in-depth knowledge of Application and Network Infrastructure and will be familiar with all aspects of the network as well as developing technology trends; there is a very strong preference for application layer experience
- You should be used to working in a high-pressure environment and will be familiar with the complexities of a high growth business environment
- The ideal candidate will have a "Cradle to Grave" sales strategy (cold calling to close) and will enjoy the challenge of stimulating end-user interest in A10’s technology
Qualifications
- BS/BA degree or equivalent work experience
- Minimum 4-year direct work experience in the Service Provider market
- Minimum 8 years sales experience
- Experience in a two-tier Distribution model
- Good written and oral communication, including formal presentation skills
- Self-motivated for new challenges to successfully deliver results
- Must be able to work under pressure
- Strategic planning to build stable business stream
- Demonstrate professional knowledge to customers with good communication skills
- Good working knowledge of Salesforce.com (SFDC)
- Good working knowledge of MS Outlook, Word, Excel, and PowerPoint
A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment.
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