Global Field Sales Director
The Dell - Global Field Engagement Director will be primarily responsible for

driving the Dell / A10 Networks relationship. The ideal candidate will be a

seasoned salesperson and partner manager with existing relationship

management skills with Dell and reside in the Round Rock, TX (Preferred OR easy access to the Round Rock) area, existing ecosystem sales relationships along with a proven track record of exceeding revenues targets. The ideal candidate will have leadership qualities that will develop, motivate, inspire, and enable the partner community to drive new business leveraging A10's portfolio of solutions. This role will be dedicated and focused on expanding and maintaining the Dell partner(s) revenue targets (Global Dell Revenue Target), and attainment for their respective partners primarily in North America as well as globally.

Additionally, this individual will need to have strong partner

management/sales leadership capabilities and business acumen to develop

new opportunities with existing and new partners. Important qualities for

this candidate include: a keen understanding of their territory's dynamics, an

ability to understand the partner's business initiatives, the ability to properly

articulate the A10 solutions portfolio, strong understanding of the market's

dynamics, competitive landscape, and the ability to deliver the A10 's vision

and direction. This role requires an ability to work in a team environment yet

independently by collaborating across multiple business groups. This

position will also be tasked with developing and driving internal adherence to

the A10 partner programs while actively promoting each partner's

capabilities and value propositions to local A10 sales team. This position is

considered to be an expert in their assigned territory on sales positioning of

their key partner's solutions. They will serve as the go-to-market leader and

subject matter expert for assigned partner(s) to the A10 Field. This position

will interface with the A10 Field, Field Marketing, and Global System

Integrator Field teams and each company's internal organizations as

necessary to execute an effective go-to-market plan and meet/exceed

assigned sales objectives.

Job Functions:

• Have an assigned ecosystem/partnership list in North America

• Carry a quota based on the projected Dell / A10 Networks revenue

• Spend 100% of their time in support in establishing Executive and key

relationships with Ecosystem community by driving revenue to, with, and

through the assigned designated partner community.

• Own and manage forecast and pipeline for Dell. Execute gap plans as

necessary to exceed revenue objectives

• Possess COMPLETE knowledge of available A10 programs to help facilitate

partner support

•Ability to inspire partners to embrace and leverage A10 solution portfolio

while promoting the A10 value proposition

• Ability to establish strong relationships with partner executives and have

communication and skills needed to drive necessary conversations

• Possess an innovative mindset to provide creative input on programs that

will assist with partner's growth

• Drive development plans that will train, develop and knowledge transfer to

enable partners

• Responsible for executing and leading the Americas Partner Organization

programs and sales plays

Primary Qualifications:

• 12+ years' industry knowledge inclusive of digital transformation, IoT,

solution selling, and related technology experience and industry

• Knowledge of A10 partner base is a must

• Strong leadership, communication, and sales skills

• Ability to develop lasting high-level relationships and matrix manage Dell's

sales organization to benefit A10 sales efforts

• Meet or exceed a sales quota

• Strong presentation and public speaking skills

• Ability to call on VP and CEO levels within partner community

• Ability to prioritize effectively while managing a large geographic territory

• Clear understanding of both A10 and Partner(s) go-to-market storage

strategy, and the ability to establish and execute a mutually successful joint

go-to-market plan

• Must be able to work effectively and at a high level in a team environment

• Creative attitude in assisting with marketing efforts

Other:

• 60-75% travel for business purposes is expected

• This is an individual contributor role

A10 Networks is an equal opportunity employer and a VEVRAA federal subcontractor. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability status, protected veteran status, or any other characteristic protected by law. A10 also complies with all applicable state and local laws governing nondiscrimination in employment. ​

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