Regional Vice President, Sales, Northern Europe Job at Illumio

Job Description

As the Regional Vice President, Sales, Northern Europe you will lead a team of talented and determined Enterprise Sales professionals in the delivery of Zero Trust Segmentation solutions for the Fortune 1000. Every day you will lead your team through highly complex sales cycles with the world’s top brands. You will dive deep or choreograph from afar as necessary as you tailor your approach to the needs of both our prospective customers and your team members.

Job Responsibility

Responsible for growing revenues in Northern Europe, while managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction
Cultivate senior level relationships across your accounts and channel partners
Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale
Provides ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes
Effectively use and analyze data to recognize trends and anticipate challenges
Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction
Bookings — Achieve our quarterly regional Net New Annual Contract Revenue (NNACV) sales goals
Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly
Work with marketing to create a demand generation plan to support pipeline development. Determine and enhance positioning and messaging based on prospect and customer feedback
Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events the results in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle
Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions
Accurately forecast the region’s business each week
Establish yourself as a trusted resource with customers and prospects
Leverage relationships in our prospects
Be a competent sales practitioner — be able to lead an executive sales call and deliver a compelling challenger pitch
Develop an education oriented approach for continuous improvement in the field
Work actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners
Focus on customer product acceptance (absorption) and work with field and support teams on customer success. Lead company through renewal process with customers at various stages of customer acceptance
Provide actionable market and customer feedback to the exec and product teams
Collaborate with the sales leaders in defining the go-to-market strategy and tactics
Spearhead and coordinate sales strategy and contract negotiation

Requirements

10+ years successful leadership experience including field sales experience in the cybersecurity software/technology sector
Proven track record of consistently meeting/exceeding annual team quotas and leading above performance targets
Experience managing and closing NEW business within the Fortune 1000
Strong business acumen, including the ability to drive results from both a revenue and profitability perspective
Executive presence and C-suite savvy
exceptional interpersonal, written and presentation skills
Thrive in a fast-paced, high-growth, dynamic environment with minimal direction
Customer centric approach which includes a “hands on” philosophy style of leadership
Self-starter with strong forecasting, sales operations, and CRM based process orientation
Ability to travel up to 30%+

What we offer

Medical, Dental, Vision Coverage
Health and Dependent Savings Accounts
Life and Disability Programs
Paid Parental Leave
Voluntary Benefit Programs
Company Sponsored Wellness Program
Wellness Reimbursement Program
Retirement Savings
Equity Opportunities
Paid time off and Paid Holidays
Employee Incentive Program

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Regional Vice President, Sales, Northern Europe

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