Regional Sales Director

Regional Sales Manager

In this role, you will be hunting and closing new businesses with a focus on Fortune 250 prospects in a named accounts model.

Everyday you will be selling large $500k to $1M+ enterprise deals both direct and via our ecosystem partners.

To thrive in this role you must know your territory and accounts, and be able to build a plan and stick to it. 

About The Team:

The Illumio Sales team consists of individuals who are already at the top of their game – and yet know there is always more to learn. We came here because we want to invest in our personal performance and growth, beyond but also including, our commission checks. We are looking for fellow team members who believe that they will maximize their success by making a real impact in their customer’s business.  

Position Summary

Reporting to the EMEA VP, the Sales Management position is an individual contributor role requiring a highly motivated self-starter responsible for achieving sales quotas and goals in line with the overall sales strategies for the Nordic Territory. 

Key Responsibilities:

• As a Regional Sales Manager you will serve as the front-line leader in the Illumio field organization, finding and creating new sales opportunities within our target accounts and leading a virtual team of Illumio people and external partners to win those opportunities. 
• Sell to enterprise class prospects in the Nordic region.  
• Build a healthy pipeline of new and expansion opportunities.
• Create and execute a territory plan that identifies our target accounts and our approach to “landing and expanding," and you will prospect into these target accounts with the goal of engaging potential champions and sponsors to find and create an opportunity.
• Collaborate regularly with their assigned Business Development Representatives to engage new prospective customers.
• Form and lead a virtual team of Illumio people and partners in winning new opportunities and managing their accounts.
• Accurately forecast the business objectives of your clients and Illumio.
• Identify, engage and build relationships with resellers, system integrators and other partners with whom we can sell.

• Prepare formal proposals, RFI and RFP’s and present to all levels of the organization including executive level. 

• Lead negotiations, coordinate complex decision-making process, overcome obstacles to closure and close sales in a professional and effective manner.

• Assume full responsibility for accurate sales forecasting by demonstrating in-depth knowledge of sales cycles from initial contact through the procurement process and ensure Salesforce is utilized appropriately and maintained on a regular basis. 

Experience:

• 10 years of RSM experience selling into the Nordic Territory with a proven history of building pipeline and landing new logos
• The ability to deliver compelling “teaching conversations” that are well tailored to each prospect’s situation.
• The ability to take control of opportunities and propose next actions, in order to move them productively forward.
• The ability to maintain a focus on validating the details of deals, to ensure they can be effectively executed.
• Experience selling subscription models and multi-year deals.
• Strong understanding how land and expand works.
• Experience selling security and cloud software.
• Networking and Infrastructure background is a plus.
• Direct selling expertise with a 'hunter' mentality, excellent negotiation and closing skills.
• Ability to travel 50%+ of the time

About Illumio:

Illumio, the pioneer and market leader of Zero Trust segmentation, prevents breaches from becoming cyber disasters. Illumio protects critical applications and valuable digital assets with proven segmentation technology purpose-built for the Zero Trust security model. Illumio ransomware mitigation and segmentation solutions see risk, isolate attacks, and secure data across cloud-native apps, hybrid and multi-clouds, data centers, and endpoints, enabling the world’s leading organizations to strengthen their cyber resiliency and reduce risk.

Illumio believes that an environment of unique backgrounds, experiences, viewpoints, and individual contributions drives our success and makes us stronger together. We are dedicated to creating and maintaining a diverse culture and emphasizing inclusion and belonging. 

Benefits:

At Illumio we offer a wide range of benefits to our eligible team members. Our benefit programs vary by location and can include 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. #LI-AF1 #LI-Remote