Regional Sales Manager - Enterprise

Job Title

Regional Sales Manager - Enterprise

Job Description

Axis’ Northeast Team is seeking a Regional Sales Manager - Enterprise to join our growing team in the Americas. You will add another layer to our end customer team, assuming responsibility for the identification of new end customer accounts, investigating the mutual business fit and potential for long term revenue to Axis. These target account will be identified by conducting a deep analysis of the local market. You will develop strategic business plans and manage programs to ensure sales success and to drive additional value to our offering. The ideal candidate for this position should be comfortable with travel 50 - 75% of the time.

This position will require a unique blend of market understanding, commercial acumen, industry competence and technical skills. The ability to understand and then influence the customer journey to align to Axis’ long term strategic priorities will be a key objective. Another important aspect of the role will be to communicate effectively with End Customer counterparts at a regional, national and global level.

Responsibilities

• Responsible for developing and delivering upon a strategy to identify, engage and nurture new business relationships that will bring a long-term sustainable revenue to Axis

• Primary focus is to secure new Enterprise accounts throughout the Northeast. Success will be measured by expanding key stakeholders, creating new opportunities/objectives, and capturing revenue from new accounts.

• Develop new opportunities from the beginning including prospecting, initial meetings, and managing the relationship until revenue is realized.

• Build concise and focused strategies with account objectives for each of Axis’ key target segments and aligned with our go-to-market strategy

• Execute plans in accordance with team strategic objectives, KPIs and program goals

• Develop, maintain and grow customer & partner relationships to support sales, drive opportunities, and provide feedback to increase the value of our suite of offerings.

• Determine customer/prospect needs and build an ecosystem around them using appropriate internal resources.

• Collaborate with Solutions Engineers to solicit, compile & prioritize market feedback for product development based on customer needs

• Provide relevant and timely education and messaging to the industry via association involvement, tradeshow participation, thought leadership, and public speaking

• Serve as internal resource and subject matter expert by supporting sales & marketing initiatives, demos, and localized strategic plans & goals for target accounts

• Provide monthly reporting on strategic initiatives, progress, and opportunities to management

• Identify new markets and innovative solutions to drive additional sales opportunities

• While there will be attention on End-to-End solutions and New technology as determined by Sweden, selling our entire portfolio will be the expectation for this role

Essential Skills

• Demonstrated competency in Axis’ Expectations of Axians: Business (Business Acumen, Strategic Thinking, Adapting to Change), People (Communication, Teamwork, Relationship Management), and Job (Knowledge and Ability, Accountability, Self-Development)

• Expert knowledge of the physical security market; preferred knowledge of products and future trends in VMS, server, software and hardware solutions

• Resiliency, a driver of change, and flexibility

• Experience with Salesforce and/or other CRM tools

• Strong project management skills with consistent follow up and execution

• Ability to influence without authority

• Recognizes how to implement scalable programs to effectively grow business

• Proven ability to build strategic and trusted relationships at all levels internally and externally, as well as to be a key member of cross-functional teams

• Multiple years developing business and channels for Security and/or IT solutions and programs

• Experience as subject matter expert responsible for ensuring knowledge is spread to salesforce and channel on how to position and win business

• Strong relationships within security and IT professional groups or associations

• Technical aptitude

• Exceptional communication, public speaking, presentation, training and listening skills

• Self-motivated team player

• Strategic vision and ability to build extensive plans

Education and experience

• Bachelors’ Degree preferred but not re