Sr. Regional Sales Director - Navy & Marine Corps - DC, Charleston, or San Diego

Gigamon

11d • $320,000 - $400,000 • Remote

About The Position

Gigamon seeks a motivated, entrepreneurial, and results-oriented individual to fill the position of Sr. Regional Sales Director – U.S. Navy and U.S. Marine Corps. This position will report directly to the Senior Sales Director for Defense and Intelligence and will have responsibility for selling Gigamon solutions across the U.S. Navy, including assigned commands, organizations, named accounts. To include leveraging and the Value Added Reseller (VAR) and systems-integrator ecosystem supporting Navy missions. This role requires approximately 60% travel to key Naval commands and customer locations. Candidate must reside in the DC Area, Charleston, or San Diego. As a direct sales position, you will identify, qualify, develop, and capture sales opportunities that align with U.S. Navy mission priorities, both strategic and tactical. In this role, you will command and manage all the moving parts through the full sales life cycle—from account planning and opportunity development through solution alignment, negotiation, and closure. You will play a direct role in expanding Gigamon adoption, strengthening strategic customer relationships, and helping Navy stakeholders address complex network visibility, cybersecurity, and mission-support challenges. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment and completing multiple complex tasks simultaneously. The successful candidate will use his or her direct sales talent, customer insight, and business judgment to expand adoption of Gigamon capabilities across the U.S. Navy. Duties also include developing business strategies and solutions for complex and multi-faceted customer problems, providing market and competitive insight, and advising internal stakeholders on the growth strategy for Gigamon’s U.S. Navy business.

Requirements

• BA/BS in Business, computer science, information systems or related field preferred
• 10+ years selling relevant technologies to the U.S. Navy
• Security clearance highly desirable or a plus
• Proficiency in advanced sales methodologies, Force Management, and Value Selling
• Track record of analytical capability in a high-performance environment
• High attention to detail and proven organization and administration skills
• Ability to accomplish projects with little supervision
• Proficient using the latest versions of Microsoft Office products
• Experience using Salesforce.com
• Familiar with quoting software a plus
• Excellent verbal and written communications skills in English
• Ability to deliver written and oral presentations
• Able to provide proof of driver’s insurance

Nice To Haves

• Security clearance highly desirable or a plus
• Familiar with quoting software a plus

Responsibilities

• Apply an advanced level of specialized sales and market knowledge, with a demonstrated record of success and expertise in the Federal technology market.
• Own sales of Gigamon products and solutions through the VAR channel and direct engagement within an assigned U.S. Navy territory and/or group of named accounts.
• Achieve sales budget and growth objectives by expanding existing Navy accounts and developing new customer and partner relationships.
• Maintain accurate customer and partner data, account plans, opportunity information, and customer interactions in Salesforce.com.
• Use available resources to develop effective, well-prepared sales calls. Resources may include opportunities identified through previous sales calls, invoices, Technical Services cases, webinar attendees, sample requests, and other customer engagement signals.
• Sell new and existing products, discover new opportunities, and secure incremental business through the VAR channel and independent sales activity.
• Assist and collaborate with assigned Presales Systems Engineers to develop, position, and demonstrate Gigamon solutions for Navy customers and prospects.
• Explore, identify, and communicate potential opportunities to Sales, Marketing, Product Management, and other internal stakeholders.
• Consistently execute effective sales calls throughout the assigned territory, advance opportunities, and close new business.
• Forecast with a high degree of accuracy through Salesforce and Clari and maintain clear visibility into pipeline health, risks, and next steps.
• Attend relevant industry, Federal, Navy, and vendor shows and meetings as required.
• Provide timely communication and follow-up to customers and partners while consistently meeting or exceeding customer expectations.
• Provide pertinent U.S. Navy market, mission, customer, partner, and competitive information to the organization.
• In collaboration with Product Managers, develop short- and long-range strategies for product expansion; assess potential applications of company products to meet Navy customer needs; and prepare detailed product specifications for the development, implementation, and customization of customer solutions.
• Collaborate with Product Managers on presentations, product demonstrations, and on-site customer visits.
• Represent the Sales group on cross-functional teams interfacing with R&D, production, and manufacturing to develop new products or enhance existing products and product lines.
• Research and analyze the assigned territory, Navy market, competition, customer requirements, and product mix; make presentations on new and existing products to current and prospective customers.
• Provide innovative problem-solving approaches that enhance organizational capabilities; use the peer network to expand technical and sales capabilities and identify new sales opportunities.
• Devise new approaches to challenges encountered in the territory and share effective approaches with Sales, Marketing, and Product Management.
• Perform other duties as assigned.

Benefits

• health and other insurances such as life and disability
• savings accounts such as a retirement plan with company matching contributions or similar
• paid time off (holidays, vacation, and sick)
• tuition reimbursement
• employee assistance program (EAP)
• business travel accident insurance
• employee discounts
• employee referral program
• Profit Interest Units plan

What This Job Offers

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