Area Vice President Sale - North America Infrastructure
About The Position
The Area Vice President is responsible for meeting and exceeding revenue and expense targets in a U.S. market area. The AVP attracts, hires, and mentors sales teams to win new clients and develop existing Enterprise accounts, representing and selling A10 Networks products and services across a range of market segments. The role uses a high-touch, high-value sales model to position A10 Networks technology and spends 80% of its time with end users. It develops strategic customer relationships and new account sales across the territory, builds a robust sales pipeline, maintains accurate forecasts, and achieves area targets. The role focuses on managing end-user sales teams and driving new end-user business. It identifies and qualifies opportunities with Major and mid-Market Accounts, supports channel account managers in developing effective regional resellers, and creates strategic business plans with partners. The AVP negotiates and coordinates business decisions to close deals; develops reference accounts in selected sectors; presents A10's technology value propositions and solutions; manages project progress through each stage; makes sales calls and follows up on leads; and works with partners to close deals and finalize contracts. The AVP maintains internal communication with Sales Engineers and external communication with resellers and customers, and reviews accurate business forecasts weekly with the VP North America. The ideal candidate has a successful sales-management record with network, infrastructure, or enterprise software solutions; experience growing and managing teams in a high-growth environment to at least $25 million in revenue; and value-based selling experience, including ROI- and TCO-based proposals for enterprise customers. Application and Network Infrastructure knowledge is desirable, with a strong preference for application-layer experience. A degree is mandatory, ideally in computer science or a relevant technical field. The candidate should have a cradle-to-grave sales approach, from cold calling through closing, and enjoy generating end-user interest in A10 technology.
Requirements
- Bachelor's degree (BS/BA); a degree is mandatory.
- Minimum 4 years of direct work experience within the Internet or networking market.
- Minimum 5 years of management experience.
- Minimum 10 years of sales experience.
- Successful track record working with sales teams selling network, infrastructure, or enterprise software solutions.
- Experience growing and managing teams in a high-growth environment to a minimum of $25 million in revenue.
- Experience in value-based selling and developing ROI- and TCO-based proposals for enterprise customers.
- Good written and oral communication skills, including formal presentation skills.
- Self-motivated and able to deliver results under pressure with limited resources.
- Strategic planning skills to build a stable business stream.
- Professional knowledge and good communication skills when working with customers.
- Good working knowledge of Salesforce.com (SFDC), MS Outlook, Word, Excel, and PowerPoint.
Nice To Haves
- Prior relationships with a wide range of Major Accounts and channel partners.
- A sales-management career spanning both young and mature companies, including companies that are underdogs in their market segment.
- In-depth knowledge of Application and Network Infrastructure, network technologies, and developing technology trends.
- Application-layer experience (strong preference).
- A computer science or relevant technical degree.
- A cradle-to-grave sales strategy, from cold calling through closing.
Responsibilities
- Meet and exceed revenue, expense, and assigned sales targets for a U.S. market area.
- Attract, hire, mentor, and manage end-user sales teams to win new clients and develop existing Enterprise accounts.
- Represent and sell A10 Networks products and services using a high-touch, high-value sales model.
- Develop strategic customer relationships and generate new-account sales across the territory.
- Build a robust sales pipeline and maintain accurate business forecasts.
- Identify and qualify opportunities with Major and mid-Market Accounts.
- Support channel account managers in developing effective regional resellers and create strategic business plans with partners.
- Negotiate, coordinate, and make business decisions to close deals.
- Develop reference accounts in selected sectors.
- Prepare and deliver professional sales presentations, communicate A10's technology value propositions and solutions, and manage project progress at each stage.
- Make sales calls, follow up on leads, and work with partners to close deals and finalize contracts.
- Maintain ongoing communication with the Sales Engineer team, resellers, and customers.
- Review the business forecast weekly with the VP North America.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
