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 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.
As the Vice President of Sales – EMEA, you will report to the Chief Revenue Officer. This position is based in the UK. Your role will be to inspire and develop a regional team of 50+ sales and GTM professionals across the EMEA region and will play a critical role in driving our continued growth in deep observability and network visibility solutions.
What you’ll do
- Own the EMEA sales strategy and execution
- Develop and execute regional channel and customer strategies to aggressively grow revenue, expand our customer base, and gain market share in the deep observability and network visibility market.
- Translate global sales and marketing strategy into a clear, executable plan for EMEA, including segmentation, coverage models, and partner strategy.
- Provide timely, accurate sales and financial forecasting, including pipeline, bookings, and ACV/TCV visibility to the CRO and executive team.
- Lead, develop, and scale a world‑class EMEA sales organization
- Inspire, coach, and hold accountable a high‑performing team of Regional Sales Directors and their teams across EMEA.
- Raise the bar for sales excellence by instilling a rigorous value‑selling mindset, consistent deal inspection, and disciplined operating cadence.
- Build, upgrade, and retain top talent; ensure the organization has succession depth and leaders who can be promoted into broader roles across Gigamon.
- Drive multi‑channel go‑to‑market execution
- Drive sales programs through multiple channels, including direct enterprise sales, channel partners, distributors, and alliance partners across multiple lines of business.
- Partner closely with Channel Sales leadership to ensure strong joint planning, coverage, and execution with our ecosystem of partners.
- Identify and develop new routes to market and new ways to grow through share gain in existing and new segments.
- Run a data‑driven sales management process
- Implement and maintain an effective sales management process that provides current and accurate revenue projections, pipeline forecasts, and lead and prospect reporting to support business growth.
- Maintain robust market and competitor intelligence and develop proactive strategies to maintain and extend Gigamon’s competitiveness in EMEA.
- Review and analyze monthly/quarterly performance and policy deployment objectives and establish clear countermeasures to remain on or ahead of plan.
- Align sales, marketing, and broader GTM
- Increase the level of partnership with Marketing through sales‑enabling marketing plans, demand‑generation programs, and regional campaigns.
- Collaborate with GTM Operations, Finance, and Product teams to optimize pricing, deal structures, and investment decisions in the region.
- Develop and refine incentive compensation plans that drive the right behaviors, reward over‑achievement, and align with global sales strategy.
- Engage directly with customers and partners
- Personally target, visit, and close key accounts (both channel and end‑customer) to develop new business and expand existing relationships.
- Represent Gigamon at executive‑level customer meetings, partner QBRs, and key industry events to strengthen our brand and thought‑leadership position in EMEA.
- Prepare and deliver high‑impact presentations for internal and external sales and marketing initiatives.
- Build organizational capability for the future
- Continually assess organizational design, territory structure, and resource allocation to maximize coverage, productivity, and growth.
- Develop talent that can be promoted into broader leadership roles within EMEA and globally.
- Champion and support a culture of continuous improvement, diversity and inclusion, and “One Gigamon” collaboration across regions and functions.
What you’ve done
- 10+ years of progressive sales leadership experience in enterprise technology, including leading multi‑country or pan‑EMEA teams.
- 10+ years of proven success developing and executing sales strategy and consistently delivering revenue growth and market share gains.
- Significant experience in building and leading channel‑centric go‑to‑market models, including distributors, VARs, and strategic alliance partners.
- Proven track record of business development and new logo acquisition, as well as expanding existing enterprise accounts.
- Demonstrated experience designing and running structured sales management processes (forecasting, pipeline hygiene, QBRs, operating cadence) in a high‑growth environment.
- Experience working closely with Marketing, GTM Operations, Finance, and Product teams to shape regional plans, pricing, programs, and investments.
- Strong background in networking, security, cloud, or observability markets is highly preferred; experience in ecosystem‑driven selling (e.g., with major security and cloud providers) is a plus.
Who you are
- A self‑motivated, hands‑on sales leader who combines strategic thinking with a willingness to be in the field, in front of customers and partners.
- A strong people leader and talent developer who builds high‑trust teams, sets clear expectations, and creates an environment of accountability, coaching, and recognition.
- An excellent communicator with strong written and oral communication skills, able to represent Gigamon credibly at C‑level with customers, partners, and internal stakeholders.
- Highly collaborative, with the ability to effectively partner with Marketing, Customer Success, Sales Engineering, Renewals, Operations, and Finance to deliver unified outcomes.
- Comfortable using data and insight to drive decisions, challenge assumptions, and continuously improve performance.
- Resilient, adaptable, and energized by leading through change in a fast‑paced, growth‑oriented environment.
- Willing and able to travel extensively across the EMEA region (and periodically to Gigamon global locations) to support customers, partners, and internal teams.
