The Sr. Director, Regional Sales is responsible for building and managing the Central and South American sales organization. You will manage a team of experienced field Territory Account Managers looking after Government, Enterprise, Commercial and Mid- Market customers. The team is responsible for developing net new business opportunities as well as building relationships between our existing customers and partners.

The Forcepoint Sales Organization provides enterprise customers with cutting-edge Data Security solutions designed to tackle modern threats while ensuring the lowest total cost of ownership. Our Data Security solutions are delivered through a variety of sales channels, including System Integrators, Value-Added Resellers, and Strategic Partnerships.

What sets us apart is our unwavering commitment to deeply understanding our customers' unique Data Security needs. This dedication allows us to help them transform their businesses, guided by our core values in every interaction. At Forcepoint, every employee takes pride in being part of a winning team that prioritizes customer success and Data Security.

Data Security Everywhere is a comprehensive approach to discovering, classifying, and protecting sensitive data anywhere users interact with it.

Additionally, our approach includes:

• MEDDPICC: A sales methodology that helps us identify high-quality prospects by focusing on Metrics, Economic Buyer, Decision Criteria, Decision Process, Paper Process, Identify Pain, Champion, and Competition

• Managing a Sales Forecasting Guide: A comprehensive guide that includes various forecasting methods, step-by-step tutorials, and best practices to ensure accurate sales predictions

• Sales Forecasting Blueprint Cadence Methodology: A structured approach to sales forecasting and pipeline management that enhances accuracy and helps in making informed decisions

By integrating these methodologies, we ensure that our sales processes are robust, reliable, and aligned with our commitment to delivering exceptional Data Security solutions.

Essential Functions

• Manages Territory Account Managers, including recruitment, skills development and coaching, appraisals and performance management

• Grows net new business and existing business within the territory

• Leads Territory Account Managers in messaging our value proposition to customers based on validated customer specific needs

• Builds a personal network of executive relationships within key customers and partners to leverage for value creation in customer references, PR, media, industry events, etc

• Drives the business planning process within the region

• Ensures Territory Account Managers are integrated into the process and are building their own business plans

• Reports progress against business plan to VP

• Proactively sells to new customers, emphasizing the value of Forcepoint’s security products

• Manages existing customer base, with a goal of selling additional products and gaining greater value from the account

• Accurately forecasts and delivers revenue commitments

• Works closely with other internal functions including Channel, Marketing, Sales Engineering and Technical Support

• Perform other duties and projects as assigned.

Education, Experience, and Skills

• A background in the management of a high performing IT software, field sales team

• Previous experience with coaching, development, and performance management

• Experience in enterprise software sales including new business, account management, strategic planning and forecasting, security software sales experience is highly desirable

• Proven experience of having attained and exceeded quotas, both independently and in leading a team.

• Excellent understanding and execution of formal sales training techniques, such as Spin

• Strong sales presentation skills, able to influence and impact an audience

• Demonstrable leadership skills. Presents a professional image inside and outside of the organization

• Ability to understand, communicate and execute corporate objectives internally and externally

• Demonstrates a positive and enthusiastic attitude toward the company, the work, the vision and the people

• Excellent communication skills