Regional Sales Manager

Regional Sales Manager

The successful candidate will have a track record of consistently meeting or exceeding sales targets within Enterprise accounts. Your primary focus will be on selling Observability platforms (on-premise or SaaS), and you should have expertise in container and infrastructure Observability, ITOM, Storage, and APM technologies.

This is an individual contributor role, so you will work independently to develop and close sales opportunities, collaborating with cross-functional teams to meet sales objectives. You will not have direct reports but will leverage resources across Virtana (e.g., Solution Consultants, Consulting Services, and Marketing) to help drive your sales results.

Responsibilities

• Develop and execute sales strategies to drive revenue growth within your region.
• Build and maintain strong executive relationships across multiple levels, from C-suite to departmental teams.
• Pitch both platform solutions and individual products to address customer needs.
• Identify and pursue new business opportunities while expanding sales within existing accounts.
• Be the leader for all sales activities within your region, coordinating with available resources across Virtana to meet targets.
• Collaborate cross-functionally to ensure accurate and timely forecasting and sales execution.
• Participate in weekly sales forecasting and quarterly sales reviews with the sales leadership team.
• Utilize your exceptional communication and influencing skills to navigate complex sales cycles and close deals.

Qualifications

• 10+ years of experience in outside sales with a proven history of selling software and services into large enterprise accounts.
• Experience working at both IT infrastructure and SaaS or on-premise Observability companies.
• Expertise in pitching both platforms and individual products to meet client needs.
• Strong experience with Value-Based selling techniques, focusing on business outcomes rather than feature/function selling.
• Familiarity with sales methodologies like MEDDICC or similar.
• Background in ITOM, Storage technologies, APM, Observability or related fields.
• Experience selling in Cloud/Hybrid IT environments is highly desired.
• Familiarity with both start-ups and large tech companies is a plus.
• Experience working effectively with partners to drive sales.

The ideal candidate will reside in the Ohio Valley region (Cincinnati or Cleveland being ideal.)