The document describes an opportunity for a Regional Director of Enterprise Sales at a leading cybersecurity software company. The role involves executing a strategic sales plan for the eastern U.S., leading a team, and driving market share growth. The ideal candidate should have a strong track record in software sales, leadership skills, and the ability to create effective client relationships and organizational capabilities.

1. __________
OPPORTUNITY
REGIONAL DIRECTOR, EAST,
ENTERPRISE SALES
Market-leading Cybersecurity Software
Company
Flexible Location in Region

2. Our client is a leading provider of award-winning software solutions that drive security, compliance and operational
excellence. With a 20-year history of innovation, the company helps organizations, including half of the Fortune 500, to
better protect their system and data integrity. Culturally, the company values results, champions work/life balance, and
promotes personal responsibility. They became a wholly-owned subsidiary of an industrial technology multi-national in
2014.
The parent company is:
• Listed on the NYSE
• Fast-paced, deeply entrepreneurial and with a long heritage; the culture is commercially driven; continuous
improvement is a way of life
• Generating year-on-year revenue growth, EBITDA in turn is increasing year-on-year
• Investing in acquisitions (over one billion dollars) in recent years
• Driving lean techniques, which have achieved impressive productivity gains
• Fostering a culture whereby leaders are sophisticated influencers and operators yet are hands-on; there are no ‘ivory
towers’
ROLE CONTEXT

3. Summary of Role:
The Regional Director, Enterprise Sales will have overall responsibility for the execution of the company’s strategic
sales plan for the Eastern half of the US, by far their largest region. The plan is designed to increase the company’s
market share as well as capture new customers.
The job holder will directly lead a team of seven direct sales associates.
ROLE CONTEXT

4. CANDIDATE PROFILE
This person will enjoy and excel at:
• Leading high performance team through continuous improvement and a history of challenging sales associates to
improve execution through best practice sales processes such as funnel management, quota setting, opportunity
pursuits, etc.
• Hitting numbers and driving growth
• Listening and responding to customers and their needs
• Working in an open and collaborative environment
This person will:
• Be an experienced and seasoned software sales leader with a successful track record in complex sales environments,
technical proficiency, strong key account and senior-level channel management and strong leadership skills
• Be a proven commercial leader with significant relevant experience selling into diverse and complex industries
• Be able to inspire diverse teams, create momentum, and elevate the performance of sales team through continuous
improvement and positive challenge
• Take ownership of their own professional development
• Have a college degree in an engineering or business discipline, MBA is desirable

5. TOP-LEVEL LEADERSHIP REQUIREMENTS
Results Orientation:
The candidate will have demonstrated the ability to consistently deliver results in a multi-channel business that stands out in the software marketplace. This
will be exemplified by a sustained track record of supporting company sales growth that exceeds the growth of the market. The candidate also will have
created new approaches to existing problems that have had significant impact on his/her business and will have implemented world-class and leading-edge
performance standards. They will bring a sense of urgency to the organization, will lead by example and demonstrate high personal energy in every
interaction. The candidate will excel at honest analysis, using data to explain business performance, market trends and opportunities.
Commercial Acumen:
The ideal candidate will have a strong track record of driving growth in a leadership role. They will possess a solid understanding of market fundamentals
including technology, products, channels, customers and competitors and the ability to capitalize on the opportunities presented in different market
segments. They will have a proven track record of thinking beyond the short term issues of the business and developing a strategic yet practical go-to-
market license and subscription (SaaS) marketing plan that drives long term growth. This individual will bring a strong track record of success in managing
and building premier client relationships, exemplified by a variety of means, including the achievement of significant profitable revenue growth and
increases in “share of wallet.”
Customer Impact:
They have demonstrated the highest degree of customer and channel relations management, building a partnership that extends deep into their planning
process. The candidate has a proven ability to provide insight focusing on delivering real competitive advantage for the customer’s business. They think from
a customer’s perspective and continually deliver improved offerings to provide win-win. They champion the customer needs within the organization,
overcoming substantial internal obstacles to deliver great value. They establish themselves as a trusted advisor to sales and product management.
Developing Organizational Capability:
The successful candidate will have installed processes, people and systems to deliver traditional and new solutions to a diverse customer base.
The individual must have a demonstrated track record of outstanding leadership, including leading and mentoring a team to achieve improved levels of
performance and engagement. They must be able to establish credibility quickly both within his/her team as well as with the broader organization. This
individual will also be a motivational leader with strong organization and interpersonal skills, adept at assessing, hiring and developing talent.

6. AND IN RETURN…
The client will put together an attractive remuneration package to attract a strong, qualified candidate. This
include a competitive base, market-leading commission scheme and long-term incentives.

7. FIND OUT MORE
For further details on the company and this exciting role please contact
Doug Mackay at Collingwood who will be happy to share further insight.
+44 (0)1829 732374
Doug.mackay@collingwoodsearch.co.uk
http://www.collingwoodsearch.co.uk/