Overview
Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense. The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching. Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (Vista), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.
About the Role
The Regional Sales Manager must be a knowledgeable, capable and charismatic leader with proven experience managing the UK territory, hunting enterprise-level net new logos, and ideally working with a scaling company in the SaaS security space. They must be focused on meeting corporate sales, revenue, operational and strategic goals as well as the professional growth, development and success of their regional sales team members. They will be an outstanding cross-functional team member and brand ambassador both internally and externally.
This role will be reporting to the Sales Director, EMEA.
Responsibilities
* Defining and implementing sales strategies for the UK
* Driving the virtual regional sales teams to achieve stated goals and quotas, by managing account activity, forecasts, close rates, and ensuring strong pipeline management
* Maturing sales processes, procedures, and programs -- and negotiating new and updated customer agreements
* Implementing new program elements and processes that aid Menlo’s recruitment, accreditations, enablement, measurement and accountability
* Working tirelessly to make it easier for customers to do business with Menlo Security
* Playing a hands-on role with the UK regional sales organization, maintaining a personal presence and high visibility in the field, and directly participating in customer activities and sales cycles in key markets and accounts
* Identifying areas for innovation and process improvement in all aspects of regional sales management, including discounts, compensation, incentives, quality presentations, and new strategies and tactics
* Setting the tone within a customer-centric culture by fostering a success-oriented, accountability-based organization and ensuring that our core values and objectives are put into practice -- open communication, creativity to establish a team spirit of problem-solving, and dedication to identifying/capturing new business opportunities
Requirements
* 7+ years of experience selling SAAS solutions to enterprise organizations
* Proven track record of over achieving quota in previous roles
* Strong existing relationships within channel and distribution networks
* Experience selling to enterprise customers across multiple verticals
* Fluid, working knowledge of how to build and measure pipeline creation, deal velocity, quoting, proposing, presenting and discussing solutions with C-level and other executive decision-makers
* Highly developed client satisfaction focus -- excellent decision-making and conflict resolution skills
* Experience managing both the strategic direction and tactical execution of a high-growth and experienced regional sales team; strong leadership and coaching skills
* Strong knowledge of the Cyber Security Market
* Excellent oral, written, and presentation skills required -- including content development
* Travel across UK and some of Europe will be required
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Why Menlo?
Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.
All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.
All policies are in effect in accordance with applicable law. Agencies: please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.
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