Area Vice President | Cloud at ExtraHop
Washington, DC, US / Seattle, WA, US
  • Recruit, hire, and train a cloud overlay sales team. 
  • Manage the team’s pipeline to provide accurate forecasting using Salesforce.com
  • Provide timely and accurate field feedback to other departments within ExtraHop
  • Assist your team to:
    • Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations
    • Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings
    • Call on senior executives to understand the business, decision-making, and financing processes of your territory
    • Present and demonstrate ExtraHop products to customers
    • Provide customer and competitor feedback and field intelligence where available and necessary
    • Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in assigned customer base
    • Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier
    • Work with resellers to grow business in your territory
    • Prepare and maintain an accurate sales forecast for your territory
    • Network in customer and related organizations

Required Qualifications and Experience

  • Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering)
  • Extensive Cloud experience including:
    • Cloud delivered / SaaS technology
    • Experience with cloud providers such as AWS, Azure and/or GCP
    • Experience selling through respective Marketplaces
  • 5-10 years managing remote field sales teams
  • Track history of success selling technical solutions
  • Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner
  • Strong communication, organizational, and interpersonal skills
  • Proven history of sales success in security / network / application management or related IT infrastructure solutions
  • Demonstrated ability to secure meetings and close deals with senior-level executives
  • Solid understanding of enterprise security is desired 
  • Strong independent work ethic and experience working in a dynamic culture
  • Existing senior level relationships at a wide range of enterprise accounts in your assigned territory
  • Ability to travel