Area Vice President Sale - North America Infrastructure

A10 Networks•Dallas, TX

10d•Hybrid

About The Position

The Area Vice President is responsible for meeting and exceeding revenue and expense targets across a market area in the United States. The role attracts, hires, and mentors sales teams to win new clients and develop existing Enterprise accounts. The AVP represents A10 Networks and sells its products and services across a variety of market segments, using a high-touch, high-value sales model to position A10 Networks technology. The role spends 80% of its time with end-users and focuses on strategic customer relationships and new account sales across the territory. The AVP develops a robust sales pipeline, maintains accurate forecasts, and leads efforts to achieve area targets. The position manages end-user sales teams and drives new end-user business, while supporting channel account managers in developing effective resellers and strategic partner plans. The role also requires negotiating and coordinating deals, developing reference accounts, delivering sales presentations, maintaining customer and internal communications, and reviewing forecasts weekly with the VP North America.

Requirements

Bachelor's degree; a degree is mandatory, and a technical degree in computer science or a relevant field is preferred.
Minimum 4 years of direct work experience in 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.
Proven sales management career, including experience in high-growth environments and growing and managing teams to at least $25 million in revenue.
Experience with value-based selling and ROI- and TCO-based proposals for enterprise customers.
Strong written and oral communication skills, including formal presentation skills.
Self-motivated and able to deliver results under pressure with limited resources.
Professional knowledge and strong communication skills when working with customers.
Good working knowledge of Salesforce.com (SFDC).
Good working knowledge of MS Outlook, Word, Excel, and PowerPoint.

Nice To Haves

Existing relationships with a wide range of major accounts and channel partners.
Experience with a blend of young and mature companies, including companies that are underdogs in their market segments.
In-depth knowledge of application and network infrastructure, the network, and developing technology trends.
Application-layer experience (strongly preferred).
A computer science or relevant technical degree.
A cradle-to-grave sales strategy, from cold calling through closing, and enjoyment of stimulating end-user interest in A10 technology.

Responsibilities

Meet or exceed assigned revenue and expense targets for the area.
Attract, hire, mentor, and manage sales teams to win new clients and develop existing accounts.
Represent and sell A10 Networks products and services to accounts in varied market segments using a high-touch, high-value sales approach.
Spend 80% of working time with end-users and develop strategic customer relationships and new account sales across the territory.
Build a robust sales pipeline, maintain accurate forecasts, and review forecasts weekly with the VP North America.
Identify and qualify business opportunities with major and mid-market accounts.
Manage end-user sales teams and drive new end-user business.
Support channel account managers in developing effective resellers and 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, track project progress, make sales calls, and follow up on leads.
Work with partners to close deals and finalize contracts.
Communicate A10's technology value propositions and solutions effectively.
Maintain ongoing internal communications with Sales Engineers and external communications with resellers and customers.
Use strategic planning to build a stable business stream and meet or exceed sales quotas and revenue goals.