RVP Sales, Enterprise East

BeyondTrust • Remote United States | Remote Connecticut | Remote Maine | Remote Massachusetts | Remote New Hampshire | Remote New Jersey | Remote New York | Remote Pennsylvania | Remote Rhode Island | Remote Vermont | Remote Georgia | Remote North Carolina | Remote South Carolina | Remote Washington DC | Remote Maryland | Remote Virginia, VT

3d • Remote

About The Position

BeyondTrust is seeking an experienced Regional Vice President of Enterprise Sales to serve as a key member of our leadership team to significantly expand the business in the East Enterprise region of the US. This role requires leveraging entrepreneurial drive and a broad strategic perspective to build and grow our business by managing sales of our solutions into a wide range of companies. The successful candidate will strategically and efficiently address business development challenges by developing and executing sound internal processes from the ground up, and leading teams to achieve targets. This position assumes overall responsibility for the direction of all growth efforts for BeyondTrust in the East Enterprise Region, including identifying, developing, and leading talent within the Region. This involves hire/fire, training, planning, directing and coordinating the activities of account managers as assigned to drive revenue growth and profitability in alignment with company-wide objectives. Building the pipeline for organic growth by ensuring excellence in the planning and delivery of full life cycle business development activities, and providing timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basis are key aspects of this role. The RVP will understand how this function and team integrates into and impacts the rest of the organization and leverage these resources and relationships to help enable success. A strong operational knowledge of the cybersecurity channel ecosystem, with referenceable channel relationships, is essential. This role provides the critical linkage between the long-term strategic plan of the company and near-term new business actions within the region. Partnering with operational and functional peers to ensure effective use of resources, and collaborating with counterparts across the company, including sales enablement, marketing, pre- and post-sales support, contracts, and engineering to ensure best of breed solutions are brought forward to customers and BeyondTrust is appropriately positioned for strategic, enterprise-wide campaigns, are also crucial. The RVP will direct the establishment of objectives, the development of short and long-range strategic plans and the identification of strengths and weaknesses of business opportunities for assigned sales executives and professionals. Providing negotiation assistance, training, and counseling, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity, will be part of the responsibilities. The role assumes comprehensive accountability for revenue growth and profit margins consistent with corporate objectives, and identifying and recommending business process adjustments.

Requirements

• Must be located in New England, Tri-States area, Georgia or North Carolina
• Bachelors degree is required.
• 7 to 10 years’ experience across Business Development/Sales and/or P&L/Operational roles as a Regional Director or VP of Enterprise Sales building high performing business development functions, quality strategic planning processes, and successful growth-oriented operating units. Both large and small company experience is desired.
• Strong established relationships among key influencers within the region and within the Cyber Security Industry.
• A proven background of success in leading teams to achieve growth targets.
• A demonstrated personal history of winning competitive acquisitions is required.
• Proven experience with strategic planning, capture management and customer relationship management with another major provider of systems integration and technical services.
• Demonstrated ability to collaborate and build win-win partnerships within a firm/corporation, with a particular focus on understanding how to leverage technology differentiators.
• Demonstrated ability to identify emerging business trends resulting in strategy recommendations to senior management.
• The ability to constructively influence and interact at the highest levels of the corporate structure, including Board level, is a prerequisite.
• Excellent communication skills and highly effective interpersonal skills are required as well as an ability to inspire confidence and provide business development leadership throughout the company.
• The ability and willingness to travel both domestically and internationally, as needed, is required (approx. 50-60%).

Nice To Haves

• An advanced degree in a business or technology-related field is preferred.
• You have a bias for action and an orientation towards solving rather than identifying problem areas.
• You are an all-hands-on-deck type of leader! While this is an executive position, the culture of the company is that all executives play a very hands on role in day to day operations, rather than simply directing the actions of their team.
• You have proven professional and managerial skills along with the leadership traits and personal characteristics which are necessary for success in senior management. Must be able to exercise leadership effectively for virtual teams without having direct line authority for team members.
• You have sound business judgment, keen conceptual skills, intellectual discipline, self-confidence, imagination, and well-developed management skills.
• You have a keen concept of the business development process for complex systems solutions and implementation and a deep understanding of the technical, fiscal, and contractual trends within the industry.
• You are willing to exert yourself over sustained periods of time to accomplish your professional and personal goals. You set the standard for personal integrity, honesty, teamwork, and public accountability to motivate the entire team to the highest levels of commitment and personal effort.
• You have an established professional reputation for excellence in services rendered and absolute personal integrity must attend any candidacy for this position.
• You are flexible!
• You define “good attitude.”
• You enjoy working with a team and alone as the situation dictates.
• You have a great sense of humor.
• You are passionate, optimistic, and energetic
• You have an insatiable thirst for knowledge and improvement and the desire to grow in your role and in the company!
• You are up to speed in the latest Cyber Security and Software trends… you work relentlessly to be innovative and stay relevant for the benefits of our customers, partners, employees, and the company.
• You evoke inspiration in those around you and encourage them to create their best work.
• You are up to speed in the latest Cyber Security Trends.
• You work for the best interest of the group at all times.
• You have unwavering personal integrity and work ethic.
• You are proactive.
• You graciously give and receive feedback.
• You are motivated, no excuses, and a tenacious self-starter.

Responsibilities

• Leverage entrepreneurial drive and a broad strategic perspective to build and grow our business by managing sales of our solutions into a wide range of companies.
• Strategically and efficiently address business development challenges by developing and executing sound internal processes from the ground up, and leading teams to achieve targets.
• Assume overall responsibility for the direction of all growth efforts for BeyondTrust in the East Enterprise Region.
• Identify, develop, and lead talent within the Region. This includes hire/fire, training, planning, directing and coordinating the activities of account managers as assigned to drive revenue growth and profitability in alignment with company-wide objectives.
• Build the pipeline for organic growth by ensuring excellence in the planning and delivery of full life cycle business development activities.
• Provide timely and accurate forecasting of developing opportunities, pipeline, and revenue on a quarterly basis.
• Understand how this function and team integrates into and impacts the rest of the organization and leverage these resources and relationships to help enable success.
• Demonstrate a strong operational knowledge of the cybersecurity channel ecosystem, with referenceable channel relationships.
• Provide the critical linkage between the long-term strategic plan of the company and near-term new business actions within the region.
• Partner with operational and functional peers to ensure effective use of resources, and collaborate with counterparts across the company, including sales enablement, marketing, pre- and post-sales support, contracts, and engineering to ensure best of breed solutions are brought forward to customers and BeyondTrust is appropriately positioned for strategic, enterprise-wide campaigns.
• Direct the establishment of objectives, the development of short and long-range strategic plans and the identification of strengths and weaknesses of business opportunities for assigned sales executives and professionals.
• Provide negotiation assistance, training, and counseling, in addition to assigning accounts, territories and sales quotas based on individual goals, capabilities, and pipeline activity.
• Assume comprehensive accountability for revenue growth and profit margins consistent with corporate objectives.
• Identify and recommend business process adjustments.

Benefits

• Our culture of flexibility, trust, and continual learning means you will be recognized for your growth, and for the impact you make on our success. You will be surrounded by people who challenge, support, and inspire you to be the best version of yourself.

What This Job Offers

• Job Type: Full-time
• Career Level: Executive