Director of SME Sales

As Director of SME Sales, you will build, lead, develop, coach, support, manage all aspects of our Small and Mid-sized Enterprise (SME) sales team and strategy. You will be responsible for generating sales opportunities of market-leading cybersecurity platform with a  focus on recruiting new clients, managing relationships with them, creating new pipelines, driving deal closing and the overall go-to-market execution.

What you will do

• Setting the strategy for a new business team, with full line management of the Sales team, including setting targets and commission plans, in addition to recruitment and performance management, creating a culture of continuous improvement.
• Develop and execute a business strategy that ensures quarterly sales quota achievement.
• Effective management and strategic direction of the SME sales team, ensuring strong revenue growth through the successful execution of the sales strategy. Focus the team on net new customer acquisition and ensuring they have the appropriate skills, knowledge and tools to meet the targets and objectives.
• Generate sales opportunities by providing leadership, periodically analyzing sales performance and formulating a plan of action.
• Align closely with Partner Sales, Engineers and Marketing to drive the overall partner engagement.
• Drive field marketing initiatives to build pipelines with partners.
• Providing accurate and regular revenue forecasts, ensuring any potential issues are managed effectively.
• Manage Salesforce to manage lead and pipelines.
• Lead sales team when selling opportunities with partners or directly(contract negotiations, purchase orders, licensing agreements, etc.)
• Ensure programs and internal processes are part of a sales strategy that can positively achieve targets predictability and consistency.
• Train and enable sales teams on the platform, messaging, and overall engagement model.
• Articulating and engaging the sales team to a best practice approach, driving continued improvements around process, people development, systems and behavior across the organization.
• Collaborate with field and channel engineers to properly support technical staff at our partners
• Build executive relationships with our partners to ensure proper alignment and strategy execution
• Work with partners to identify and drive demand generation initiatives.

What we look for

• Bachelor’s degree
• 8+ years of software, SaaS or security solution SME/SMB and partner/channel sales experience.
• Experience in a leadership role, including performance tracking, team resource management and process planning
• Experience with working with Value Added Resellers and Distributors, MSP’s, and MSSP’s.
• Experience driving pipeline generation initiatives with partners in order to meet sales quotas.
• Growth mindset.
• Strong, effective presentation and communication skills, both verbally and written, to convey to partner audiences with varying skill levels - in person, on the phone, and via email.
• Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• 100% professional and highly motivated team player.
• Demonstrable track record of success in strategic planning, owning sales targets and managing sales forecast.
• Experience in a high-growth company.
• Strong ability to interact and influence effectively with C-level executives and team members.
• Record of recruiting and enabling top talent.
• Excellent time management and written/verbal communication skills.