Regional Sales Manager

Role Overview

• Selling to new logos, end-users through channel partners, leveraging all routes to market.
• Selling our market-leading Cyber Security Products (CSP) Portfolio (Data and Application Security).
• Understanding of the client’s business and the industry in which they thrive, the corresponding Data Protection initiatives (e.g. PCI, SOX, HIPAA, NERC, etc).
• Identifying how we can match the customer needs, developing compelling business value propositions for our solutions and ultimately closing opportunities.
• Works in tandem with Systems Engineers, Customer Service Managers, and Product Management to understand customer needs and current trends with cyber threats to educate customers and prospects on how Imperva capabilities can best protect them.
• Drives opportunities at the strategic and tactical level both directly and with Channel Partners.
• Develops and maintains strong relationships with key client decision-makers, including maintaining a sales strategy based on customer’s requirements.
• Directs customer service improvement activities.
• Keeps informed on new products, services, and other general information of interest to customers, through successful completion of Imperva Sales Training and self-study.
• Stays informed of customer business opportunities and competitive landscape.
• Regularly briefs Imperva management on status, prospects, and current needs of top customers.
• Keeps records and generates reports on all phases of activities, including Account Plans, Win Plans, Opportunity Status, and Forecasts.
• Participates in varied sales activities requiring perseverance, preparation, ingenuity, and responsibility.

Requirements

• Bachelor’s Degree in Business, Marketing or Engineering or another relevant field of study; or equivalent work experience
• 5+ years of solutions sales experience in an enterprise IT environment focused on Application Security, Data Security, Encryption, Key Management, Digital Payments, and/or Cloud Security.
• 3+ years of success meeting and exceeding sales objectives/KPI’s provided by leadership
• Must have the capability to close complicated deals and multi-year deals from discovering sales opportunities to contract completion.
• Must be able to up-sell strategic / custom solution to a strategic account as well as penetrating and closing strategic targets.
• Must have a business and results-oriented mindset, excellent inter-personal skills.
• You must be customer-oriented and a natural leader.
• Comfortable being an active participant (not necessarily leader) in highly technical discussions, and able to collaboratively work with Sales Engineer to ensure that commercial goals are achieved.
• Previous experience building key customer relationships in the local market
• Applicants must be legally authorized to work in the United States for any employer at the time of hire. This position is not eligible for visa sponsorship or for assuming sponsorship of an employment visa now or in the future.

Tech Stack

• Cloud
• Cyber Security

Benefits

• Elective Health, Dental, Vision, FSA/HSA, Voluntary Life and AD&D, Whole Group Life w/LTC, Critical Illness, Hospital Indemnity, Accident Insurance, Legal Plan, Identity Theft, and Pet Insurance
• Retirement Savings Plan after 30 days of employment with a company contribution and a match, and with no vesting period
• Company paid holidays and Paid Time Off
• Company provided Life Insurance, AD&D, Disability, Employee Assistance Plan, and Well-being Program