Regional Sales Director - East (NY Metro or Boston Area)


Regional Sales Director – East

COMPANY OVERVIEW
Datrium is the leader in Open Converged Infrastructure.  We offer a fundamentally new way to converge virtualization, compute, storage, backup, & DR for on-premises workloads with public cloud based options for backup and disaster recovery. The company is led by the founders and early top architects of Data Domain and VMware. For more information, visit www.datrium.com and follow @datrium on Twitter.

POSITION OVERVIEW
Reporting into the CRO, the Regional Sales Director role is focused on setting regional sales strategies and leading a team of senior account executives to drive revenue generation efforts within enterprise class accounts. This leadership position interacts deeply with core channel partners, with the shared objective of generating Datrium sales while ensuring strong customer satisfaction levels.  Only considering candidates living in NYC or Boston areas.

PRINCIPAL DUTIES AND RESPONSIBILITIES 
Working directly with Datrium Sales Leadership, Channel Sales, Pre-sales, Sales Ops, Product Management and Marketing teams, the focus is to lead the generation of Datrium bookings.  Additional responsibilities include:

  • Planning, organizing and leading the strategic and tactical sales plan(s) for assigned region
  • Build and develop a strong channel / partner ecosystem
  • Drive customer satisfaction levels by applying a long-term, multi-year focus
  • Provide leadership and governance to sales team – territory planning, account planning, opportunity management
  • Develop a continuous education and mentorship program for sales team
  • Master, teach, & manage sales team to utilize organizational sales methodology (MEDDPICC, Command of the Message, Salesforce.com)
  • Manage opportunity pursuit for effective proposals, pricing, ROI/TCO models, and negotiationsMust maintain detailed knowledge of Datrium’s software and hardware solutions, Datrium’s professional services offerings, competitive products and GTM strategy/approach to vertical industries

REQUIRED EXPERIENCE / SKILLS 
We seek a proven, hands-on sales leader possessing exceptional team and relationship development skills coupled with a history of consistent revenue goal achievement within a highly resource-matrixed environment.  A data center / infrastructure background is highly desired.  Additionally, we require:

  • Highly effective, influential communication and presentation skills
  • Highly developed and extensive network of contacts within Tier 1 Enterprise Accounts
  • Must have a minimum of 8+ years of prominent, direct team leadership experience, including building, motivating and performance-managing sales teams
  • A hands-on “drive-for-results” leadership style
  • A quota attainment history north of $50M via direct and channel sales
  • Excellent pipelining / forecasting / resource management / relationship management skills
  • Bachelor’s degree required; MBA preferred

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