A10 Networks Atlanta , GA 30301
The Major Accounts Manager (MAM) territory will include GA, TN, AL, SC, MS and FL and has responsibility for developing new "blue chip" large enterprise accounts and managing some existing accounts throughout the assigned territory. Preference is for the MAM to be based out of the Atlanta, GA area. You will be responsible for representing A10 Networks and selling its products and services to assigned major accounts, specifically you will employ a high-touch, high-value sales model to successfully position A10 Networks technology into accounts.
You will be responsible for developing strategic customer relationships and new major account sales across the territory. Specific requirements include developing a robust sales pipeline leading to the achievement of personal and team quotas.
This individual contributor candidate must have prior experience of working as part of a sales team selling network, infrastructure, cyber security or enterprise software solutions. The ideal candidate will bring in prior relationships with a wide range of Major accounts and channel partners within the Southeast States.
Primary focus of this role is to bring in net new logo end-user business sales
Grow the business and deliver results to meet/exceed assigned target, control.
Identify and qualify business opportunities with Major Accounts. Develop new effective resellers in territory as needed, and make strategic business plans to drive business with partners. Includes negotiation, coordination and business decisions to close deals.
Develop reference accounts in select sectors with priority according to guidelines.
Develop and present professional sales presentations, control project progress at each stage, make constant sales calls and follow up with any potential leads, work with partners aggressively to close deals and finalize contracts, meet/exceed sales quotas and revenue goals. Provide effective communication of A10's technology value propositions and solutions.
Manage partners' sales forecast reports as well as short-term/long-term business plans in an effective manner.
Maintain constant internal communications with Sales Engineer team and outside staff of resellers and customers. Turn in business forecast pipeline regularly and review with regional directors on a weekly basis.
The ideal candidate will have a proven career within high tech start-up type companies working as a Sales Executive within the Enterprise marketplace.
The ideal candidate will have experience of value-based selling and experience of working with ROI and TCO based proposals for customers.
The desirable candidate will have an in-depth knowledge of Application Delivery and Network Infrastructure, cyber security and will be familiar with all aspects of the network as well as developing technology trends. There is a preference for application layer and cyber security experience.
A degree is mandatory. Ideally with a computer science (or relevant) technical degree, you will be used to working in a high-pressure start up environment, and will be familiar with the complexities of a high growth business environment.
The ideal candidate will have a "Cradle to Grave" sales strategy (cold calling to close) and will enjoy the challenge of stimulating end-user interest in A10's technology.
BS/BA degree or equivalent work experience.
Minimum 4-year direct work experience within Internet or networking market in the Southeast
Minimum 10 years sales experience
Experience with working through VAR partners and the channel is a must
Good written and oral communication, including formal presentation skills.
Self-motivated for new challenges to successfully deliver results.
Must be able to work under pressure with limited resources.
Strategic planning to build stable business stream.
Demonstrate professional knowledge to customers with good communication skills.
Good working knowledge of Salesforce.com (SFDC)
Intrigued? Apply and let's get to know each other.
A10 Networks..the undiscovered global jewel of the Silicon Valley!
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.