Cloud Range

Sales

• Develop and execute a comprehensive sales strategy for the Western territory to expand Cloud Range’s market presence.
• Proactively identify and qualify new business opportunities within the Enterprise, Federal, and commercial landscape.
• Build and maintain a robust pipeline of qualified leads to ensure consistent revenue generation.
• Manage the entire sales cycle, from initial prospecting and discovery to solution demonstration, proposal, negotiation, and closing.
• Lead high-level sales meetings and executive briefings to articulate Cloud Range’s value proposition to decision-makers, including CISOs and security leaders.
• Meet or exceed aggressive annual revenue and quota targets for the assigned territory.
• Cultivate strong, trusted relationships with prospective customers, industry partners, and key stakeholders in the cybersecurity ecosystem.
• Work closely with Channel partners and VARs to leverage their networks and accelerate the sales process.
• Collaborate with Customer Success to ensure a smooth transition from sales to implementation and identify expansion opportunities in existing accounts.
• Act as an industry spokesperson, attending conferences, webinars, and events to showcase Cloud Range and drive brand awareness.
• Gather market insights, competitor information, and customer feedback to share with Product, Marketing, and Training teams for strategic planning.
• Monitor and report on sales performance metrics, forecasting accuracy, and pipeline status to leadership.
• Become a subject matter expert on Cloud Range’s platforms and solutions, guiding customers on how to maximize value and meet their cyber readiness goals.
• Maintain high proficiency in CRM (HubSpot) and other sales tools to ensure accurate data entry, forecasting, and reporting.

Regional Sales Director – West

Customer Success Manager

• The Customer Success Manager ensures customers have a smooth, organized experience from sales handoff through onboarding, training, and renewal.
• You’ll foster relationships that encourage product adoption, invite regular communication, meet program objectives, and ensure a seamless experience, ultimately making a customer’s job easier.
• The CSM collaborates closely with Sales, Product, Training, and Support teams to meet and exceed customer needs, advocate on their behalf, and drive renewals and growth.
• Build and maintain meaningful relationships, fostering trust and loyalty across customer accounts.
• Serve as a main point of contact for customers, helping them navigate and leverage Cloud Range products to meet their needs.
• Work with customers to establish and track measurable objectives using Cloud Range’s solutions.
• Work with Cloud Range trainers to capture insights, and communicate insights and recommendations to customers, including providing comprehensive KPI results.
• Coordinating and scheduling meetings and training sessions to align with established processes and procedures.
• Ensure process milestones are met for Cloud Range and its customers.
• Create and maintain buying team blueprints for each customer.
• Promote product value and identify upsell opportunities to expand product usage.
• Partner with Sales to initiate and support the renewal process through strategic touchpoints like Executive Briefings.
• Drive additional revenue through proactive account management, optimizing product adoption, and advocating for expanded product engagement.
• Manage and grow the Customer Advisory Board (CAB).
• Inform CAB meeting agendas and planning elements.
• Gather product feedback from customers and share actionable insights with Product and Training teams.
• Conduct regular reviews of customer concerns and proactively suggest solutions to improve their experience.
• Identify and communicate opportunities to Marketing for customer case studies, customer interviews, blogs, and speaking engagements.
• Work with customers to identify customer referrals and marketing opportunities within industry groups.
• Proactively identify operational bottlenecks or customer friction points, recommending and driving process improvements that enhance efficiency and the overall customer experience.
• Continually optimize customer success processes to improve quality, effectiveness, efficiency, and overall customer experience.