Regional Sales Director

AppGate; San Jose (CA); On-site; USD 140,000 - 250,000; Full time

Job summary

AppGate is seeking a Regional Sales Director to drive sales execution within a defined region, engaging CIOs and CISOs, ecosystem partners, and senior decision makers to win new revenue opportunities. You will act as the quarterback with marketing, channels and sales engineering to build and execute a territory strategy that reflects industry trends and delivers long-term impact.

Typically 5–10 years in cybersecurity sales is expected, with a proven record of closing multi-stakeholder deals and

Qualifications

• 5–10 years in cybersecurity sales.
• Experience engaging IT and OT stakeholders to drive multi-stakeholder deals.
• Proven ability to close complex, multi-factor deals with senior executives.

Responsibilities

• Create and execute short and long term sales pipelines to capture opportunities within the region.
• Engage CIOs/CISOs, customer influencers, end-users and ecosystem partners to advance sales pursuits.
• Review market opportunities and evaluate requirements to capitalize on opportunities for multiyear deals.
• Manage relationships with customers, internal stakeholders and partners for successful deals.
• Align sales objectives to corporate strategy and financial targets.
• Provide market feedback to product/marketing teams to drive innovation.
• Accurately forecast sales performance and report progress to leadership.

Skills

Cybersecurity sales

CISOs engagement

Territory management

MEDDIC knowledge

Job description

About Appgate

Appgate is a leading cybersecurity company and pioneer in the Zero Trust Network Access market focused on providing cutting-edge solutions that protect organizations from evolving threats. Our innovative solutions empower enterprises to secure their digital environments and enable secure access for users, devices, and workloads—anywhere, anytime. Appgate's differentiated approach has made us the preferred solution for large enterprises across key verticals, the US Department of Defense and other sophisticated buyers that look to mitigate risk, drive costs from their operations and improve user experience.

About the Position

The Regional Sales Director is a key individual contributor role for our continued growth, responsible for driving sales execution within their defined region. The Regional Sales Director will be responsible for the sales execution of short and long term pipeline within the region. This will include new logo prospect identification, engagement of ‘C Suite' executives/complex decision making committees and development of existing customer relationships to win new revenue opportunities. The Regional Sales Director will act as the quarterback within the region, working closely with the executive team, marketing, channels and strategic alliances, business development resources and sales engineering to build and execute a territory sales strategy that takes advantage of industry and regional trends leading to long term revenue impact.

Position Responsibilities

• Responsible for the creation and execution of a short and long term sales pipeline to capture new and existing opportunities within the region.


• Engage senior decision makers, CIO's/CISOs, customer influencers, end-users and ecosystem partners to advance sales pursuits.


• Review and analyze market opportunities and evaluate competitive and technology requirements needed to capitalize on opportunities. Understand current and future industry needs in the context of market dynamics to deliver multiyear business deals.


• Manage relationships and communications with external customers, internal stakeholders and partners required for a successful deal.


• Align sales objectives to the corporate strategy and financial performance measures.


• Provide market based feedback to internal product and marketing teams to assist in Appgate's continued market innovation.


• Accurately forecast sales performance, track key metrics, and report on progress to senior leadership.

Experience & Qualifications

• 5-10 years of Cybersecurity industry experience in a technical sales role; preferably with deep expertise in Networking Security, Zero Trust, OT Security and critical infrastructure security frameworks and standards. Requires strong understanding of security and network offerings


• Track record engaging both IT and OT stakeholders — from control engineers to CISOs — to navigate IT/OT convergence initiatives to drive multi-stakeholder deals to close


• Must be high energy and aggressive with a drive to hunt new logos in an entrepreneurial, high growth company


• Must have a track record of managing large territory including prospecting, leveraging partner ecosystem, closing new logos and expanding customers based on land/expand sales strategy


• Strong track record and demonstrated success in developing and maintaining strong industry, professional relationships; prefer CIO and CISO level engagement


• Ability to manage complex sale with multiple stakeholders and consensus-based decisions


• Ability to drive customers to adopt new ways of doing things


• This position requires exemplary verbal and written communication skills; strong presentation skills preferred and ability to articulate value proposition and TCO


• Strong sales qualification, pursuit and closing skills. MEDDIC trained is a plus


• Ability to work independently and deliver measurable results


• Comfortable working in a fast paced, less structured, dynamic environment


• Desire to be part of something disruptive with the ability to make visible and meaningful contributions to Appgate's success


• Ability to contribute to our culture of hard work and accountability where we treat each other as family with a \"win together, lose together\" attitude


• Ability to travel within territory as needed to support meeting of sales objectives

Proximity to a major city in the West is required.

AppGate is An Equal Opportunity/Affirmative Action Employer and a federal contractor subject to the Rehabilitation Act of 1973 and the Vietnam Era Veterans Readjustment Assistance Act of 1974 as amended, and their corresponding regulations. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or veteran status, age or any other federally protected class. Further, AppGate is an affirmative action employer committed to taking positive steps to employ, advance in employment and otherwise afford equal employment opportunity to protected veterans and individuals with disabilities. In furtherance of AppGate's policy regarding affirmative action and equal employment opportunity, AppGate has developed a written affirmative action program. This program is available for review upon request by any applicant or employee during normal business hours by contacting the company's EEO Coordinator.