The posting
At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations.
Gigamon is seeking a Regional Sales Director, Individual Contributor, based in the San Francisco Bay Area. This role will drive direct sales across an assigned territory and named accounts, guiding opportunities from identification through closure. The successful candidate will expand adoption of Gigamon’s network and network security solutions by developing strategic customer relationships, addressing complex business challenges, and partnering with internal teams and channel partners. This individual will also provide market insight and innovative solution strategies that support Gigamon’s growth across California.
What you’ll do:
- Drive sales of Gigamon products within an assigned geographic territory and group of named accounts, growing existing relationships and developing new business.
- Identify, qualify, develop, and close tactical and strategic sales opportunities throughout the full sales lifecycle.
- Conduct effective sales calls and customer engagements across the assigned territory.
- Discover new opportunities, sell new and existing products, and secure incremental business.
- Develop business strategies and solutions for complex, multifaceted customer challenges.
- Maintain accurate customer and opportunity information in Salesforce, including customer interactions and forecasting data.
- Use available resources to prepare for effective sales calls, including prior call activity, invoices, technical service cases, webinar attendance, and sample requests.
- Collaborate with Regional Business Managers, Product Managers, sales engineers, channel partners, and other stakeholders to identify and advance opportunities.
- Identify and communicate potential product and market opportunities to Regional Business Managers and Product Managers.
- Partner with Product Managers to develop short- and long-term product expansion strategies based on customer needs and market opportunities.
- Collaborate with Product Managers on customer presentations, product demonstrations, and on-site visits.
- Assess potential applications of Gigamon products, prepare detailed solution specifications, and support the development, implementation, and customization of customer solutions.
- Represent Sales on cross-functional teams working with R&D, production, and manufacturing to develop new products or enhance existing products and product lines.
- Research and analyze the assigned territory, market conditions, competitive landscape, and product mix.
- Present new and existing products to current and prospective customers.
- Provide timely communication and follow-up while consistently meeting customer expectations.
- Provide relevant market, customer, and competitive intelligence to internal stakeholders.
- Attend trade shows, vendor events, customer meetings, and other industry activities as required.
- Develop innovative approaches to customer and organizational challenges, sharing effective methods with Regional Business Managers and peers.
- Use peer networks to expand technical and sales capabilities and identify new opportunities.
- Support the training and development of less-experienced sales team members.
- Perform other duties as assigned.
What you’ve done:
- Accumulated 3+ years of direct sales experience in networking and/or network security.
- Demonstrated a consistent record of sales success, including year-over-year quota attainment and recognition such as Rookie of the Year or President’s Club membership.
- Demonstrated consultative and solution-selling expertise with stakeholders at all levels of customer organizations.
- Built strong relationships with major accounts and channel partners in the San Francisco Bay Area.
- Demonstrated excellent communication, presentation, negotiation, and relationship-management skills.
- Demonstrated disciplined use of Salesforce for opportunity management and forecasting.
- Resided in the San Francisco Bay Area and demonstrated a strong understanding of the local market and customer landscape.
- Earned a bachelor’s degree in business, computer information systems, or a related field; equivalent relevant experience may also be considered.
- Gained experience in sales engineering or completed academic or professional training in computer science, information technology, electrical engineering, or a related technical discipline; preferred.
Who you are:
- An entrepreneurial, self-directed professional who thrives in a fast-paced environment.
- A strategic and consultative seller who translates complex customer needs into effective technology solutions.
- A clear, confident communicator who presents technical and business value to diverse audiences.
- A collaborative partner who works effectively with Product Management, R&D, production, manufacturing, sales engineering, and channel teams.
- An analytical researcher who evaluates territories, markets, competitors, customer needs, and product opportunities.
- An innovative problem-solver who develops practical approaches to complex challenges and shares effective methods with colleagues.
- A disciplined sales professional who manages multiple priorities and complex opportunities through closure.
- A proactive contributor who seeks opportunities to strengthen technical and sales capabilities across the organization.
- A committed team member who supports peer development and contributes to the broader growth strategy for Gigamon’s San Francisco Bay Area business.
The base salary compensation range targeted for this role is $140,000-175,000, with an opportunity to earn $140,000-175,000 in target sales commissions and total On-Target Earnings of $280,000 to $350,000, subject to the terms and conditions of the applicable incentive compensation plan. Actual compensation may vary based on the Company’s compensation practices, experience, skills, qualifications, and other relevant factors.
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