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Enterprise Regional Sales Manager - TOLA

Company: Radware
Location: Dallas
Posted on: October 19, 2020

Job Description:

Radware believes that the success of any company is contingent upon the success of those that make up that company. We demonstrate Absolute Commitment to our Employees, Customers and shareholders. We make the Extra Effort, We Lead by Example, We Stand by Each Other.

Our Core Values:

  • Open and Direct: We believe in a culture where honesty and transparency are encouraged - leading to stronger relationship and better results.
  • Passionate and Committed: With employees that have deep connections to the work they do every day, you can build tight-knit teams that overcome any challenge.
  • Innovative: Encouraged to collaborate and push the boundaries to solve complex problems using creative solutions.
  • Ambitious: Every employee is driven by a common goal: there is always room for improvement and no goal is ever out of reach.

    At Radware, these core values lay the foundation for a workplace where you have the confidence and support to share ideas, advance your skills, and do the best work of your career.

    Radware has changed how businesses are securing the digital experience. As a result, it's now the recognized industry leader undergoing explosive growth in the rapidly expanding security market.
    A leading provider of cyber security and application delivery, Radware (RDWR) is looking for an Enterprise Regional Sales Manager to fuel the growth by cultivating new relationships and driving revenue.

    If you're an energetic, upstart sales professional looking to own and drive your line of business, this Enterprise Regional Sales Manager position could be the position for you.
    Hear From Bill At Radware

    Role Description

    • Remote position with 75% hunting in TOLA region with 40% travel

    • Prospect for new accounts across all verticals of Financial, Ecommerce, EDU, Gaming and Enterprise

    • Farm the regional base of active customers - up-selling and cross-selling.

    • Manage accounts to maintain a strong relationship with Radware and to keep them constantly appraised of Radware capabilities

    • Prospect the key new accounts in the region and develop business with them.

    • Develop and nurture a network of high quality channel partners

    • Act as the "trusted vendor partner" and work with channel partners to hunt and close new business

    • Ability to form successful relationships with ISR, Territory Manager, CAMs to build opportunities and grow business.

      • Bachelor Degree
      • 10+ years direct sales experience with high tech

        enterprise sales (preferably a manufacturer of IT hardware or software

      • High-end technical understanding of TCP/IP,

        routing protocols, firewalls, routers, and switches. Understanding of network

        security, web application firewalls, cloud operations and virtualization is a

      • Experience working with and selling through the

        channel using existing relationships with VARs, integrators and service

      • Rolodex of executive contacts in territory or

        selling experience with 10 or more accounts in region
      • Existing relationships with key C-level contacts

        and other professionals in the region
      • Proven track record of delivering over quota
      • Independent, self-motivated, competitive, high powered and polished

        SKILLS AND


        Negotiation: Can

        negotiate skillfully in tough situations. Understands customer's business and

        presents solutions to business risks and opportunities ensuring the customer

        sees the link to Radware's value proposition. Positively influences client

        behavior throughout the decision process. Can win concessions without damaging

        relationships; Can be both direct and forceful as well as diplomatic; Gains

        trust quickly of other parties to the negotiations; Is comfortable discussing

        money and ROI, drives customer to action.

        Constructive tension with customer

        Challenger: Worked

        with Companies that were challengers in the market. Proven ability to win new Customers in that

        environment and grow the territory base with existing and new customers. Ability to articulate solution and product

        differentiation. Teaches for

        differentiation. Can articulate

        differences in multiple levels and scenarios vs. our competition. Can explain the value of this differentiation

        to the customer. Knows customer value drivers, creates a customer centric value


        Hunter: Focused on

        closing deals with new clients. Can be

        counted on to exceed goals successfully; Is constantly and consistently one of

        the top performers; Very bottom-line oriented; Steadfastly pushes self and

        others for results.

        Self-sufficient: Can create his/her own pipeline by

        prospecting, through its connections in the territory with customers, channels

        and capabilities to organize small marketing seminars, customer events etc.

        Self-Reliant: Pursues

        everything with energy, drive and a need to finish. Strong personality. Navy Seal attitude, takes decisive action,

        fears nothing. Disciplined.

        Functional/Technical Skills Picks up on technical things

        quickly; Can learn new skills and knowledge; Is good at learning new industry,

        company product and services and technical knowledge. Basic networking

        background. Knowledge of TCP/IP and routing protocols. Previous background in

        selling routers, switches, IP test equipment, network analysis and monitoring

        tools is preferred.

Keywords: Radware, Dallas , Enterprise Regional Sales Manager - TOLA, Executive , Dallas, Texas

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