Regional Sales Manager

2 weeks ago

Rancho Palos Verdes, United States Digi Full time

Opengear designs and manufactures products for data center and remote site management. We are a rapidly growing supplier of sophisticated data center, network and remote site management products. Our customers include tech unicorns and Fortune 100 companies. We are the leading supplier of out-of-band solutions for IT infrastructure management and are actively exploring new solutions for hyper-scale data center deployment and management. We are a global company with offices in Brisbane - Australia, Sandy - Utah and Edison - NJ.

Position

Responsible for managing and growing revenue by enhancing and developing relationships and sales opportunities within a territory and/or product line. RSM's represent a defined territory of customer accounts (new and existing). Identifies sales opportunities and participates in the identification and qualification of sales opportunities. Maintains broad knowledge of account by establishing relationships with all management levels involved in managing, procuring and deciding upon technology. Understands the overall goals and strategy of the customer as it relates to technology implementation. Provides input in defining the sales strategy within a territory and/or product line and acts as a leader in strategy execution. Creates and delivers formal presentations to customer base. Conducts account reviews on a regular basis. Meets and/or exceeds assigned revenue goals and objectives for base accounts.

Partners with sales engineering and/or other sales members to win key sales opportunities. Participates in regional and corporate trade shows, seminars and other sales and marketing events. Maintains complete knowledge and awareness of competitive products and programs. Provides sales statistics, forecasts and reports on sales activity within region and those requested by management. Develops and implements targeted marketing plans to identify and recruit resellers, integrators, end users and corporate partners according to the company's corporate strategy. Maintains detailed account profiles, account status and up-to-date reporting of activities in the CRM tool (i.e. Salesforce.com). Actively pursues appropriate continuing education and development programs to maintain and enhance job related technical and functional skills. Travel required, 70+% (see Core Technical/Functional skills section). This position participates in a sales incentive/commission plan.

What We Offer

This is an exciting opportunity for an experienced sales professional to grow their sales skill set and deepen their technical knowledge to grow one of the most important regions in the country.

What You Will Do

  • Leadership: Responsible for setting the priorities within the region and ensuring that extended team of peers successfully executes on the key activities to drive success.
  • Problem Solving: Develops solutions to routine problems of narrow scope. Primary objective is to learn business practices and accelerate sales skills to achieve business results
  • Collaboration & Communication: Contributes to the organization as a leader with direct visibility and access to other department members (Product Management, Supply Chain team, Customer Ops, Marketing et al) on near and long-range product/supply forecasting. Acts as a role model for leadership, management, and communication practices.
  • Brand/Reputation: Ensures the brand is prominent in your region's markets with consistent brand recognition and customer/internal messages.
  • Knowledge: Professional use and/or application of technical concepts. Has introductory knowledge of company products and services. Applies company policies and procedures to resolve routine issues.
  • Impact Drives the completion of specific programs and projects to drive sales, meet goals and exceed quota.
  • Expectations: Use their sales experience to direct the work of others across a territory to grow the region's revenue YoY.
    • Implement and execute planned growth initiatives for FY24
    • Expand relationships within existing Accounts to uncover new opportunities and strengthen our position in an account.
    • Build strong working relationships with all team members in the region as well as across company departments to solve problems efficiently and effectively and grow sales.
  • Responsible for defining, implementing and executing the plan to drive growth initiatives with emphasis on acquiring new logos through direct actions and support of opportunities that result from marketing activity.
Who You Are and What You Bring
  • Requires 5+ years of experience in an outside sales position
  • Experience selling hardware and software solutions in the Networking and adjacent IT industry
  • Proven track record finding net new business through direct hunting activities
  • Bachelor's degree or equivalent experience
  • Experience working in a channel model supporting and developing relationships with key channel partners
  • Outstanding communication skills including, written, oral and presentation delivery


Opengear a Digi Company offers a distinctive Total Rewards package including new hire stock award, paid parental leave, open (uncapped) PTO, and hybrid work environment in addition to our competitive medical, health & wellbeing and compensation offerings.

At Digi, we embrace diversity and inclusion among our teammates. It is critical to our success as a global company, and we seek to recruit, develop and retain the most talented people from a diverse candidate pool. We are committed to providing an environment of respect where equal employment opportunities are available to all applicants and teammates.

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