VP of North America Sales (1200-08)

Secure Computing® is a global leader in Enterprise Gateway Security Solutions. Powered by our TrustedSource™ technology, our best-of-breed portfolio of solutions provides Web Gateway, Messaging Gateway, and Network Gateway security, as well as Identity and Access Management. Secure Computing is proud to be the security solutions provider to many of the most mission-critical and sensitive environments in the world.DescriptionSecure Computing is currently looking for a Vice President of Sales to lead, coach and mentor a team of regional directors for North America.  Reporting directly to the Sr. VP WW Sales, your primary role will be to create demand for Secure Computing products in partnership with our extensive reseller network.  This team of resellers and field sales professionals focus their efforts on Fortune 2000 accounts, state & local government and higher education customers.  You will be responsible for developing reseller & territory sales plans, strategies and forecasts; directing, coaching, motivating and providing clear expectations and feedback for your regional sales team, as well as establishing and maintaining relationships with Value Added Resellers & enterprise accounts within your territory. Achieve/exceed revenue/profit targets through the efforts of regional directors and their sales teams. Develop and implement repeatable sales processes and strategic methodologies that drive predictable behavior. Coordinate, communicate, execute and manage a sales strategy that achieves substantial acquisition of top tier customers, while expanding and converting sales within existing customer base. Develop annual sales plan in support of organizational strategy and objectives. Build and lead a high performing sales team to achieve revenue and margin goals. Monitor and report key performance indicators including pipeline growth and status, new customer acquisition, customer retention, average order value and cross sales ratio. Manage the development of sales compensation plans and targets for the team, with support from Finance and Human Resources. Identify talent and ensure development of talent – actively assisting in performance development, teaching/leading and mentoring of key individuals globally. Providing strategic direction, vision and support for sales organization across North America. Oversight of the channel strategy for sales across NA. Managing significant change within the organization, demonstrating sensitivity to legacy business approach with the ability to sell new sales concepts across the NA organization. Forecasting sales and assigning quota responsibilities to regional directors; responsible for achieving or exceeding assigned revenue quotas; interfacing closely with sales teams across NA in order to drive business and generate revenue. Partner with Marketing by providing market analysis and feedback to corporate concerning market direction, channel needs, product requirements and business opportunities; participating in determining pricing strategy.   Qualifications Bachelor’s degree and 10+ years experience in technology sales, including 5 or more years managing a diverse sales team. Excellent leadership, management and interpersonal skills. Strong verbal and written communication skills, including the ability to translate technical concepts to a non-technical audience. Strong knowledge of selling to Global Accounts and international experience to support global account program is preferable. A drive to succeed and meet goals. Proven ability to lead by example with the capacity to scale and motivate team members. Problem analysis and problem resolution at both a strategic and functional level. Ability to travel extensively. Proven track record of line management within a technology vendor operating. Successful channel sales track record to the Enterprise and Mid-Market sectors. Proven success in developing and maintaining relationships with Tier 1 and 2 channel and alliance partners. Proven success in developing increased productivity and revenue from a multi-region channel organization. Experienced line manager, at ease in high-volume as well as low volume, multi-region sales environments. Highly commercial in orientation, with a strong focus on the channel. Credible relationship builder. Can demonstrate strong strategic and analytical thinker. Financially aware and target driven - decisive and data-driven. Leadership personality - results-driven, role model, standard-setter, coach, motivator - clear vision, challenges status quo, change-agent. Professional impact - strong listening, communication and influencing skills – verbal, written and formal - real customer gravitas. Of the highest professional standards in terms of integrity, honesty and courtesy.Secure Computing offers a dynamic work environment and a spirit of innovation. We offer a competitive salary and benefits package. We recognize and reward outstanding performance.Secure Computing is an Affirmative Action / Equal Opportunity Employer.Submitting a resume online at a job site (i.e. Monster, HotJobs, Careerbuilder, etc) could cause valuable screening information to be missed.Apply Now