Job Description:

Title

Regional Sales Manager - Northern Califronia
Job ID

2020-2765
Job Locations

US-CA-Santa Clara
Posting Location : Location

US-CA-Santa Clara
Job Post Information* : External Company Name

Data Direct Networks
Job Post Information* : External Company URL

www.ddn.com
Posting Location : Postal Code

95054
Posting Location : Address

2929 Patrick Henry Drive
Additional Locations

Worker Type

Regular Full-Time Employee
Telecommute

As an Enterprise Sales Professional for Tintri you will be responsible for selling to and supporting end users and partners within a designation geographic territory. You will be the primary customer relationship owner, responsible for developing and executing on strategic sales plans leveraging all routes to market. This includes owning and coordinating all aspects of account activities and maintaining a keen understanding of customer s business and strategy and successful introduction of new solutions.

* Collaboration with the VP of Sales to develop and deploy a strategic Tintri regional sales plan

* Develop and deliver a regional channel program that incorporates partner selection, training certification and event management that will lead to a consistent sales productivity model.

* Develop and demonstrate a complete understanding of the regions strategic customers, partners and alliances.

* Demonstrate a collaborative team partnership with your Systems Engineer and inside sales team to identify, qualify and develop direct and partner opportunities that match up with Tintri s delivery model.

* Integrate and manage Salesforce.com into your regions opportunity and sales management.

Qualifications:

* Bachelor Degree or equivalent experience in a direct /channel storage sales success.

* 5-10 years of proven sales success, ideally in a storage, virtualization and / or start-up environment.

* Proven team leadership skills

* A very strong understanding of your regional customers and channel partners

* Enterprise level territory planning skills

* A strategic understanding of the storage and virtualization market.

* Cross departmental communication skills.

* Strong Salesforce.com opportunity and sales management skills.

Critical Success Skills : The following are a list of critical skills for this job and examples of behaviors related to those skills.

Develops Sales Leads: Demonstrates the initiative to uncover sales opportunities; actively attracts the interest of potential customers; networks to increase contacts; stays on top of market conditions to uncover new leads; consistently follows up with leads to assess their interest in the product/service offering. Creates and maintains a strong network in the industry. Leverages relationships for introductions to key decision makers. Has consistent face-to-face meetings with partners and customers and consistently makes pro-active sales calls.

Qualifies prospects with standard probes: Uses a formula or series of questions to determine the prospect s fit with the product; expects to sell to the majority of prospects since they are known to need the seller s products; reacts quickly and objectively to the answers to standard probes by disqualifying the prospect or proceeding through the selling process. Asks questions of customers and partners to uncover needs.

Uses knowledge of industry to identify potential targets for business. Leverages network to uncover potential new business. Consistently digs to find cross-selling opportunities.

Makes Persuasive Presentations: Excites the customer with an enthusiastic presentation style; demonstrates value and actively promotes products and services by making an emotional appeal; holds the customer s attention and interest by keeping the presentation content relevant; varies style to build toward a buying decision. Effectively responds to RFP s with impact and success. Partners with SE s to create powerful presentations. Clearly articulates DDN s selling points verbally and in writing. Gets customer to commit to case studies and success stories to tell future clients.

Commits Time and Effort to Ensure Success: Thrives on working; tends to achieve higher results in direct proportion to the time he is willing to commit to his work; remains focused on the goal and is not easily discouraged or distracted; uses work as an opportunity for interaction and incorporates interpersonal contacts into task accomplishment and sees work as a major source of personal satisfaction. Constantly invests in and manages their professional network. Driven toward success and doing what s needed to win. Constantly striving to understand the industry and the direction it is moving. Receives accurate feedback and takes appropriate action.

Maximizes results by partnering as a customer advocate: Consistently achieves above-average sales results by understanding the customer s business, empathizing with their problems, and setting a plan to meet their needs; tirelessly focuses on building strong relationships with customers by acting on their behalf to work the seller s internal systems to meet their requirements; sees partnering with customers as the efficient method to reach personal sales career goals. Asks questions to uncover customer needs strives to find solutions for customer problems.

Effectively works with channel partners to understand their needs and requirements. Adapts approach to Different Buyer Motivations: Gathers essential information to determine the benefits customers need in order to be sold; is willing to adjust sales approach to fit different buyer motivations; influences or persuades others by determining how the other individual can benefit, and then communicates those advantages. Works to understand the different motivations of partners and end-user and uncovers the real business case of each customer to clear path for the sale. Strives to understand the state of the industry (including competition) and trends that customers face. Changes sales style to match the decision maker of each transaction.

DataDirect Networks, Inc. is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity, gender expression, transgender, sex stereotyping, sexual orientation, national origin, disability, protected Veteran Status, or any other characteristic protected by applicable federal, state, or local law.

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