Area Vice President Sale - North America Infrastructure

A10 Networks, Inc; Dallas (TX); Hybrid; USD 180,000 - 240,000; Full time

Benefits offered by this job

Hybrid

Job summary

A10 Networks is seeking an Area Vice President to lead end-user sales teams across the United States, focusing 80% of time with end-users. You will develop strategic customer relationships, manage new account sales, and forecast pipeline to exceed revenue targets.

The role requires mentoring sales teams, coordinating with partners, and driving high-value, ROI-based proposals. The AVP will work in a hybrid environment, travel as needed within the territory, and report to the North America

Qualifications

• Primary focus of this role is managing end-user sales teams and driving new end user business
• Grow the business and deliver results to meet/exceed assigned target, control
• Identify and qualify business opportunities with Major Accounts and mid-Market Accounts
• Includes negotiation, coordination and business decisions to close deals
• Develop reference accounts in select sectors
• 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
• Maintain constant internal communications with Sales Engineer team and outside staff of resellers and customers. Maintain accurate business forecast and review with VP North America on a weekly basis

Responsibilities

• Lead end-user sales teams to win new accounts
• Grow revenue to meet targets and manage territory
• Develop strategic customer relationships and new account sales across territory
• Forecast and maintain robust sales pipeline with accurate projections
• Close deals and negotiate contracts with major and mid-market accounts
• Collaborate with channel managers to develop reseller programs and drive partnerships

Skills

End-user sales management

Strategic planning

Forecasting

Negotiation

Relationship building

Leadership

Education

BS/BA degree

Computer science degree or relevant technical background

Tools

Salesforce SFDC

MS Outlook

Excel

PowerPoint

Job description

The Area Vice President has responsibility for meeting and exceeding revenue and expense targets in a market area of the United States. The AVP will attract, hire and mentor sales teams to win new clients and develop existing accounts within the Enterprise markets. You and your team will be responsible for representing A10 Networks and selling its products and services to accounts in a variety of market segments. Specifically, you will employ a high-touch, high-value sales model to successfully position A10 Networks technology into accounts. You will spend 80% of your time with end-users. You will be responsible for developing strategic customer relationships and new account sales across the territory. Specific requirements include ensuring the development of a robust sales pipeline and accurate forecasting of business leading to the achievement of Area targets.

Candidate Qualifications

• Primary focus of this role is managing end-user sales teams and driving new end user business
• Grow the business and deliver results to meet/exceed assigned target, control
• Identify and qualify business opportunities with Major Accounts and mid-Market Accounts. Support our channel account managers to develop new effective resellers in region, and make strategic business plans to drive business with partners
• Includes negotiation, coordination and business decisions to close deals
• Develop reference accounts in select sectors
• 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
• Maintain constant internal communications with Sales Engineer team and outside staff of resellers and customers. Maintain accurate business forecast and review with VP North America on a weekly basis

Background

• The ideal candidate will have a proven sales management career with a blend of young and mature companies and with companies who are the ‘underdog’ in their market segment
• The candidate will have grown and managed teams in a high-growth environment to a minimum of $25 million in revenue
• The ideal candidate will have experience in value-based selling and experience working with ROI and TCO based proposals for customers in the enterprise markets
• 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
• A degree is mandatory. Ideally with a computer science (or relevant) technical degree, you will be used to working in and 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
• Minimum 4-year direct work experience within Internet or networking market
• Minimum 5 years management experience
• Minimum 10 years sales experience
• 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 with limited resources.
• 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.

• Hybrid