Regional Sales Manager - SLED/FED

Accountabilities: Regional sales strategy and revenue growth: Own quarterly and annual sales targets for the data protection and cyber resilience portfolio, developing regional strategies focused on new customer acquisition, account expansion, and customer retention. Sales pipeline management: Maintain detailed visibility into individual territories, pipeline development, deal progression, and key performance indicators to improve forecasting accuracy, conversion rates, and overall sales effectiveness. Team leadership and development: Recruit, lead, coach, and retain a high-performing team of specialist account executives. Conduct regular one-on-one meetings, quarterly business reviews, and strategic deal reviews to strengthen execution and accountability. Strategic account engagement: Travel alongside team members to develop relationships with key government and enterprise accounts, support complex sales opportunities, and help secure successful deal outcomes. Enterprise negotiations and deal execution: Provide strategic guidance on large proposals, negotiations, and complex sales cycles, ensuring that technical capabilities, operational benefits, financial value, and business outcomes are clearly communicated to customers. Sales forecasting and reporting: Deliver accurate, data-driven quarterly forecasts and maintain reliable pipeline and opportunity information within Salesforce. Monitor business performance and implement corrective actions when necessary. Sales program execution: Oversee strategic and tactical sales initiatives designed to accelerate growth across key product lines, solution areas, and public sector market segments. Cross-functional collaboration: Partner with internal sales, technical, product, marketing, and operational teams to coordinate resources, strengthen customer engagement, and maximize the effectiveness of the broader organization. Channel and alliance development: Build and maintain strong relationships with value-added resellers, distributors, managed service providers, and strategic alliance partners to expand market reach and generate new business opportunities. Customer value creation: Position data protection and cyber resilience solutions in the context of customers' broader technology strategies, including hybrid cloud infrastructure, business continuity, disaster recovery, and cybersecurity priorities. Sales methodology and execution excellence: Apply structured, value-based selling practices to qualify opportunities, navigate complex procurement processes, manage stakeholder relationships, and improve sales outcomes. Performance accountability: Establish clear goals, track individual and regional performance, and foster a culture of collaboration, energy, continuous improvement, and consistent quota achievement. Requirements Professional experience: At least five years of experience in data protection and cyber resilience, with a strong understanding of the technologies, solutions, and market dynamics within this sector. Sales leadership: At least three years of sales leadership experience in enterprise software or a closely related technology field, including experience managing specialist sales teams and complex commercial opportunities. Public sector expertise: Demonstrated experience selling to State, Local, Education, and Federal government customers is required. Sales performance: A proven track record of consistently achieving or exceeding sales quotas and delivering measurable revenue growth. Technical knowledge: Strong understanding of modern hybrid cloud infrastructure and the integration of data protection, business continuity, disaster recovery, and cyber resilience technologies. Cybersecurity expertise: Familiarity with cybersecurity concepts, data security, and organizational resilience is a significant advantage. Channel ecosystem relationships: Established relationships within the value-added reseller, reseller, distributor, and managed service provider ecosystem are highly desirable. Enterprise sales strategy: Experience developing regional sales plans, managing strategic accounts, building pipelines, forecasting revenue, and navigating complex procurement and negotiation processes. Value-based selling: Ability to communicate business value and apply structured sales methodologies. Experience with MEDDIC, MEDDPICC, or Force Management is preferred. Leadership and coaching: Strong interpersonal skills, with the ability to motivate teams, develop talent, establish accountability, and guide sales professionals through complex opportunities. Analytical capabilities: Strong business judgment and data analysis skills, including the ability to interpret pipeline metrics, identify sales trends, and translate insights into actionable strategies. Cross-functional influence: Demonstrated ability to navigate large, highly matrixed organizations and collaborate effectively across technical, commercial, operational, and partner teams. Communication and negotiation: Excellent presentation, relationship-building, and negotiation skills, particularly when engaging senior executives and government stakeholders. Travel flexibility: Willingness and ability to travel extensively across a large geographic territory, with travel requirements of up to 80%. Work arrangement: Comfortable working remotely while maintaining strong engagement with customers, partners, and geographically distributed teams. Citizenship requirement: Must be a U.S. citizen due to the role's responsibility for Federal government customers. Benefits Competitive total compensation: Annual on-target earnings range from $231,000 to $543,000 in Florida, Georgia, Maryland, North Carolina, and Virginia; $263,000 to $509,000 in Massachusetts; and $263,000 to $543,000 in New York. Performance-based compensation: Target compensation comprises a 60% base salary and 40% target-level sales incentive, assuming achievement of 100% of the sales plan. Additional earning potential: Compensation may vary according to geographic location, experience, education, training, and skill level. Comprehensive healthcare: Access to employee benefits supporting physical, financial, and emotional well-being, including applicable healthcare coverage. Retirement benefits: Access to employee retirement and savings programs, subject to applicable plan terms. Remote work flexibility: Primarily work from home while managing a broad regional territory and maintaining customer relationships. Professional development: Access to career development programs, learning opportunities, and resources to strengthen leadership and technical expertise. Leadership opportunities: Build and develop a specialist sales organization while influencing regional strategy and enterprise customer engagement. Strategic industry exposure: Work with public sector organizations, enterprise customers, channel partners, and technology teams on critical data protection and cyber resilience initiatives. Inclusive work environment: Join a professional culture that values collaboration, innovation, diverse perspectives, and individual development.