Prospect for new business with new customers to rapidly expand given territory
Generate a high volume of new opportunities to deliver predictable business
Diligently manage pipeline, leading to accurate forecasting
Manage all aspects of the sales cycle, including coordinating and maintaining strong relationships with product + solutions engineering, product management, customer success, alliances/channel, product/event marketing
Achieve QoQ growth in your territory
Work collaboratively with SDR and marketing teams to build demand-generation programs that generate net new pipeline for your territory
Maintain up-to-date knowledge of competitors and industry trends
Requires frequent travel (50%+), often on short notice, including regular onsite meetings with current and prospective customers, with fluctuations by territory and quarter.

Requirements

5-7 years of experience selling to medium to large enterprises and deep current connections within strategic accounts within the Western United States + Canada (CA, AZ, WA, CO, etc)
Must reside within the San Francisco Bay Area
Demonstrated prospecting skills for new logos - research ideal target and buying personas, outreach to those roles, leverage network for leads and referrals
Proven sales track record selling SaaS and exceeding quota. Experience navigating large, complex transactions that require building business value across multiple groups within an enterprise
Large established network of relationships with target companies in defined target markets
Experience with MEDDPICC sales methodology
Technical sales understanding in the area of IP Networking, SaaS, Network Management, Observability, Forensics, Cloud
Heavy focus on value-based selling approach
Adept with modern revenue tools (Salesforce, LinkedIn Sales Navigator, 6Sense, Gong, Clearbit, etc.). Take detailed notes and have that information continuously updated in Salesforce for reference
Highly organized, can prioritize critical tasks/projects/accounts to exceed goals
Capable of building strong, value-based presentations for all stages of the sales cycle, including introductory positioning, value-based product demos, and proposals with business justification + ROI positioning
Ability to communicate effectively with all levels of an organization, from network engineer to CEO

Benefits

100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
Paid family & medical leave
Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
401(k) retirement account
Home office reimbursement
Stock options

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

prospectingsalesSaaSMEDDPICCvalue-based sellingIP NetworkingNetwork ManagementObservabilityForensicsCloud

Soft Skills

organizationalcommunicationrelationship managementcollaborationprioritizationpresentation skillsnegotiationleadershipadaptabilitynetworking