Regional Vice President, Sales

Regional Vice President, Sales; North America, Central  

Location: Remote, US Central Region   

No Agency submittals accepted  

As the Regional Vice President for Sales, you will lead a team of talented and determined Enterprise Sales professionals in the delivery of Zero Trust Segmentation solutions for the Fortune 1000. ��

Every day you will lead your team through highly complex sales cycles with the world’s top brands. You will dive deep or choreograph from afar as necessary as you tailor your approach to the needs of both our prospective customers and your team members.  

In order to thrive in this role, you will need to be tenacious yet measured, strategic yet tactical, and most importantly, driven to achieve success through delivering Zero Trust Segmentation solutions for our customers.   

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 on their customer’s business.   

Illumio protects one third of the US economy including over $1 trillion dollars of transactions at just one bank. We protect our customers’, and even our competitors’, sales pipelines on over 100k machines. We protect the personal and financial details of every US homeowner at Fannie Mae. When you order your coffee, think of Illumio, we protect one of the largest retailer’s production data centers. What we do protects millions of people and billions of transactions. When we sell, risk goes down for our customers–we are building trust in the infrastructure of the economy and reputations, stock prices, and the future of commerce takes a critical step forward.  

 What You Will Accomplish:  

• Responsible for growing revenues within the US Central Region, while managing all facets of the customer buying experience - including opportunity identification, revenue growth, risk management, project profitability, and customer satisfaction.  
• Cultivate senior level relationships across your accounts and channel partners  
• Lead teams to generate new ARR through net new logo and existing customer expansion while ensuring the team is organized appropriately and executing at scale  
• Provides ongoing strategic guidance on customer segmentation, coverage models, sales methodologies, and processes  
• Effectively use and analyze data to recognize trends and anticipate challenges  
• Interact with and influence senior leaders/clients to ensure a very high level of customer satisfaction  
• Bookings — Achieve our quarterly regional Net New Annual Contract Revenue (NNACV) sales goals    
• Recruiting — Recruit and onboard the regional sales team. Build a pipeline of qualified candidates based on our profile and in conjunction with our recruiting team through regular sourcing and recruiting efforts.   
• Implement a regional business plan that identifies booking goals, pipeline goals, target accounts, territory assignments and activity metrics (prospecting, meetings, POCs) and measure progress monthly    
• Work with marketing team to create a demand generation plan to support pipeline development.  Determine and enhance positioning and messaging based on prospect and customer feedback    
• Create a continuous learning environment for the team with regular (weekly, monthly, quarterly) training events the results in a competent, professional field team capable of tailoring and delivering a compelling teaching conversation and who takes control of the sales cycle    
• Coach and develop each field team member to a minimum level of capability within their first 30 days onboard — target the right people and accounts, deliver a compelling teaching pitch, qualify, recommend appropriate actions    
• Accurately forecast the region’s business each week    
• Establish themselves as a trusted resource with customers and prospects    
• Assess the current team and offer a slate of recommended changes    
• Relationship Base — leverage their relationship to gain access and for feedback.    
• Be a competent sales practitioner themselves — be able to lead an executive sales call and deliver a compelling challenger pitch    
• Develop an education oriented approach for continuous improvement in the field  
• Works actively in the field with the team — coaching and supporting their team by making calls with them on prospects, customers and partners    
• Focus on customer product acceptance (absorption) and work with field an