Senior Director of AI & Security Sales

A10 Networks, Inc • San Jose, CA

9d • Hybrid

About The Position

The Senior Director of AI & Security Sales has responsibility for meeting and exceeding revenue and expense targets to drive the AI & Security business in the United States. The Senior Director of AI & Security will attract, hire and mentor sales professionals to win new clients and develop existing accounts within the enterprise markets throughout the region. You and your team will be responsible for representing A10 Networks and selling the AI & Security products and services to accounts in a variety of market segments. Specifically, you will employ a high-touch, high-value sales model to successfully position A10 Networks technology into accounts. You will be responsible for developing strategic customer relationships and new account sales across the territory. Specific requirements include ensuring the development of a robust sales pipeline and accurate forecasting of business leading to the achievement of Area targets.

Requirements

• Successful track record of working with sales teams selling security, AI or enterprise software solutions.
• Prior relationships with a wide range of Major accounts and channel partners.
• BS/BA degree.
• Minimum 10 years direct work experience within technology markets.
• Minimum 5 years management experience.
• Minimum 10 years sales experience.
• Good written and oral communication, including formal presentation skills.
• Self-motivated for new challenges to successfully deliver results.
• Must be able to work under pressure with limited resources.
• Strategic planning to build stable business stream.
• Demonstrate professional knowledge to customers with good communication skills.
• Good working knowledge of Salesforce.com (SFDC).
• Good working knowledge of MS Outlook, Word, Excel, and PowerPoint.

Nice To Haves

• Proven sales management career with a blend of young and mature companies and with companies who are the ‘underdog’ in their market segment.
• Grown and managed teams in a high-growth environment to a minimum of $25 million in revenue.
• Experience in value-based selling and experience working with ROI and TCO based proposals for customers in the service provider and enterprise markets.
• In-depth knowledge of cybersecurity and AI.
• Familiarity with all aspects of the network as well as developing technology trends.
• Application layer experience.
• A technical degree, ideally in computer science (or relevant).
• Used to working in and familiar with the complexities of a high growth business environment.
• A “Cradle to Grave” sales strategy (cold calling to close).
• Enjoy the challenge of stimulating end-user interest in A10’s technology.

Responsibilities

• Meeting and exceeding revenue and expense targets to drive the AI & Security business in the United States.
• Attracting, hiring, and mentoring sales professionals to win new clients and develop existing accounts within the enterprise markets throughout the region.
• Representing A10 Networks and selling the AI & Security products and services to accounts in a variety of market segments.
• Employing a high-touch, high-value sales model to successfully position A10 Networks technology into accounts.
• Developing strategic customer relationships and new account sales across the territory.
• Ensuring the development of a robust sales pipeline and accurate forecasting of business leading to the achievement of Area targets.
• Managing sales teams and driving new business.
• Growing the business and delivering results to meet/exceed assigned targets.
• Identifying and qualifying business opportunities with Enterprise Accounts.
• Supporting channel account managers to develop new effective resellers in region, and making strategic business plans to drive business with partners.
• Negotiating, coordinating, and making business decisions to close deals.
• Developing reference accounts in select sectors.
• Developing and presenting professional sales presentations.
• Controlling project progress at each stage.
• Making constant sales calls and following up with any potential leads.
• Working with partners aggressively to close deals and finalize contracts.
• Meeting/exceeding sales quotas and revenue goals.
• Providing effective communication of A10's technology value propositions and solutions.
• Maintaining constant internal communications with Sales Engineering team and outside staff of resellers and customers.
• Maintaining accurate business forecast and reviewing with VP North America on a weekly basis.

Benefits

• Consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law.
• Compliance with all applicable state and local laws governing nondiscrimination in employment.

What This Job Offers

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