Regional Sales Manager
About The Position
Leads regional sales performance by developing and executing territory strategy, managing key partner relationships, and coaching a remote sales team to achieve revenue, hardware, and solutions growth targets. The role nurtures professional relationships with partners and direct reports to craft effective sales strategies based on data-driven insights to drive growth. The role ensures compliance of sales activities with industry regulations and analyzes market trends to forecast sales and provide insights to the senior management. The role analyzes market and pipeline data to prioritize opportunities, improve forecast accuracy, and accelerate opportunity execution. Collaborates cross-functionally with sales leaders, product and supplies category, program team, marketing, to ensure regional success. Exercises independent judgment within defined policies and practices to resolve complex issues and make sound business decisions.
Requirements
- Bachelor’s degree in business, marketing, or a related field (or equivalent experience) required. MBA a plus.
- Typically has 7-10 years of job-related experience or 5-7 years of management experience, preferably in sales, business management, project management, or a related field.
- Prior experience leading, coaching, or managing a remote sales teams and/or channel partners in a complex, technology, and solutions-based environment.
- Account Management
- Business Development
- Business Planning
- Business To Business
- Customer Relationship Management
- Direct Selling
- Finance
- Key Performance Indicators (KPIs)
- Market Share
- Marketing
- Merchandising
- Regional Sales
- Sales Management
- Sales Process
- Sales Prospecting
- Sales Strategy
- Sales Territory Management
- Salesforce
- Selling Techniques
- Value Propositions
- Customer Centricity
- Prioritization
- Resilience
- Team Management
- Strategic Thinking
Nice To Haves
- MBA a plus.
Responsibilities
- Owns bi-annual regional revenue and hardware targets. Builds and executes quarterly and bi-annual territory plans aligned to company objectives.
- Sets clear goals for the team in alignment with the organization's overall sales objectives.
- Leads, coaches, develops, and motivates a team of remote Partner Business Managers (PBM’s) through daily conversations, regular 1:1s, pipeline reviews, and partner meetings.
- Assesses and manages PBM performance, offering guidance and support to individuals in overcoming selling challenges to drive partner opportunities.
- Manages key regional partner relationships with owner and sales leadership within assigned the assigned sales territory.
- Develops methods for supporting change and innovation across the organization to improve sales efficiency.
- Meets with Channel Sales Leader/Director regularly to share business progress and identify to current partner issues/concerns.
- Delivers continuous training objectives and development programs to empower the sales team with enhanced product knowledge, selling techniques, and customer engagement skills.
- Drives and maintains accurate pipeline, activity, and forecast hygiene. Conducts and delivers bi-weekly forecasts to leadership team with variance explanations.
- Executes competitive pricing escalations to the pricing team and with senior leadership. Facilitates internal resources to secure competitive price offerings.
- Develops and strengthens channel relationships including enablement, joint business planning, and performance management.
- Monitors regional market dynamics and competitive landscape; provides field insights to inform product and go-to-market decisions.
- Ensures team compliance with legal, ethics, and Standard Business Conduct requirements; escalates risks and resolves issues promptly.
- Improves regional performance through structured cadence (Partner QBRs, win/loss reviews) and continuous process optimization.
- Identifies territory partner coverage whitespace, develops new partner prospecting plans, and accelerates plans to onboard new partners.
- Recruits, onboards, and retains top sales talent for the region as needed, partners with HR on performance management and development plans.
Benefits
- Health insurance
- Dental insurance
- Vision insurance
- Long term/short term disability insurance
- Employee assistance program
- Flexible spending account
- Life insurance
- Generous time off policies, including; 4-12 weeks fully paid parental leave based on tenure
- 13 paid holidays
- Additional flexible paid vacation and sick leave
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What This Job Offers
Job Type
Full-time
Career Level
Senior
