Sr. Regional Sales Director - Navy & Marine Corps - DC, Charleston, or San Diego at Gigamon

Job description

At Gigamon, our purpose is to protect the hybrid networks and data of the largest, most complex organizations on the planet. Certified as a Great Place to Work, we offer a deep observability pipeline that efficiently delivers network-derived intelligence to cloud, security, and observability tools. This helps our customers to eliminate security blind spots, optimize network traffic, and dramatically reduce tool cost and complexity, enabling them to better secure and manage their hybrid cloud infrastructure. Gigamon has served more than 4,000 customers worldwide, including over 80 percent of Fortune 100 enterprises, 9 of the 10 largest mobile network providers, and hundreds of governments and educational organizations. The Senior Regional Sales Director will lead Gigamon’s U.S. Navy and U.S. Marine Corps sales strategy across assigned commands, organizations, and named accounts. Reporting to the Senior Sales Director for Defense and Intelligence, this role will manage direct and channel sales through Value-Added Resellers and systems integrators supporting Navy and Marine Corps missions. The position will develop customer relationships, identify and capture opportunities, and guide engagements through the full sales cycle. The successful candidate will help federal customers address complex network visibility, cybersecurity, and mission-support challenges while expanding Gigamon’s presence across the defense market. This role requires approximately 60% travel to key Naval commands and customer locations and may be based in the Washington, D.C. area, Charleston, or San Diego. What you’ll do: • Own direct and channel sales of Gigamon products and solutions across an assigned U.S. Navy and U.S. Marine Corps territory or group of named accounts. • Build and execute account and territory strategies aligned with Navy and Marine Corps mission priorities. • Identify, qualify, develop, and close strategic and tactical sales opportunities through the complete sales lifecycle. • Achieve assigned sales, growth, and pipeline objectives by expanding existing accounts and developing new customer and partner relationships. • Develop and strengthen relationships with Navy and Marine Corps stakeholders, Value-Added Resellers, systems integrators, and other strategic partners. • Lead opportunity planning, solution alignment, negotiation, and closure while coordinating all internal and external stakeholders. • Collaborate with Presales Systems Engineers to position, demonstrate, and deliver Gigamon solutions for customers and prospects. • Use customer engagement signals, including prior sales activity, invoices, Technical Services cases, webinar participation, and sample requests, to prepare targeted sales calls. • Maintain accurate customer, partner, account, opportunity, and interaction data in Salesforce.com. • Forecast accurately through Salesforce and Clari, maintaining clear visibility into pipeline health, risks, and next steps. • Provide timely communication and follow-up to customers and partners while consistently meeting or exceeding customer expectations. • Identify and communicate market, mission, customer, partner, competitive, and product opportunities to Sales, Marketing, Product Management, and other internal stakeholders. • Research and analyze the assigned territory, federal market, competitive landscape, customer requirements, and product mix. • Partner with Product Management to develop short- and long-range product expansion strategies and assess applications of Gigamon solutions to meet customer needs. • Collaborate with Product Management on customer presentations, product demonstrations, site visits, product specifications, and solution customization. • Represent Sales on cross-functional teams working with Research and Development, production, and manufacturing to develop or enhance products and product lines. • Attend relevant federal, Navy, Marine Corps, industry, and vendor events, trade shows, and meetings. • Share effective sales approaches, market intelligence, and innovative solutions with Sales, Marketing, Product Management, and peer networks. • Perform other duties as assigned. What you’ve done: • Earned a bachelor’s degree in business, computer science, information systems, or a related field; equivalent relevant experience may be considered. • Built at least 10 years of experience selling relevant technologies to the U.S. Navy. • Demonstrated a successful track record in the federal technology market, preferably supporting U.S. Navy and U.S. Marine Corps customers. • Managed direct and channel sales involving Value-Added Resellers and systems integrators. • Applied advanced sales methodologies, including Force Management and Value Selling. • Developed and executed account plans, territory strategies, and complex solution sales pursuits. • Demonstrated analytical capability and consistent performance in a high-performance environment. • Used Salesforce.com and Clari or comparable CRM and forecasting platforms. • Demonstrated proficiency with current Microsoft Office applications. • Used quoting software; experience with federal or technology-industry quoting tools is a plus. • Held or been eligible to obtain a U.S. government security clearance; an active clearance is highly desirable. • Delivered effective written and oral presentations to customers, partners, and internal stakeholders. • Maintained a valid driver’s license and provided proof of driver’s insurance. • Demonstrated excellent verbal and written communication skills in English. Who you are: • An entrepreneurial, self-directed sales leader who takes ownership and operates effectively with limited supervision. • A customer-focused advisor who understands federal mission priorities and translates complex technology challenges into actionable solutions. • A strategic relationship builder who can engage credibly with Navy and Marine Corps stakeholders, partners, and systems integrators. • An organized and detail-oriented professional who maintains accurate records, manages multiple complex priorities, and follows through on commitments. • An analytical thinker who uses market, customer, competitive, and pipeline insights to guide decisions. • A collaborative cross-functional partner who brings Sales, Engineering, Marketing, Product Management, and other teams together around customer outcomes. • An innovative problem solver who develops new approaches to territory challenges and shares successful practices across the organization. • A clear and persuasive communicator who can lead customer conversations, presentations, demonstrations, and negotiations. • Willing and able to travel approximately 60% to customer locations, Naval commands, industry events, and partner meetings. #LI-Remote: Fully remote The base salary + commission compensation range targeted for this role is expected to be between $320,000 - 400,000 (subject to terms and conditions of the plan). This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices. Employees in this position are eligible to participate in the Company’s standard employee benefit programs, which may include health and other insurances such as life and disability, and savings accounts such as a retirement plan with company matching contributions or similar, paid time off (holidays, vacation, and sick), tuition reimbursement, employee assistance program (EAP), business travel accident insurance, employee discounts, and employee referral program. Additionally, employees may be eligible to participate in the Profit Interest Units plan.

Requirements

Must-haves

Own direct and channel sales of Gigamon products and solutions across an assigned U.S. Navy and U.S. Marine Corps territory or group of named accounts.
Build and execute account and territory strategies aligned with Navy and Marine Corps mission priorities.
Identify, qualify, develop, and close strategic and tactical sales opportunities through the complete sales lifecycle.
Achieve assigned sales, growth, and pipeline objectives by expanding existing accounts and developing new customer and partner relationships.
Develop and strengthen relationships with Navy and Marine Corps stakeholders, Value-Added Resellers, systems integrators, and other strategic partners.
Lead opportunity planning, solution alignment, negotiation, and closure while coordinating all internal and external stakeholders.
Collaborate with Presales Systems Engineers to position, demonstrate, and deliver Gigamon solutions for customers and prospects.
Use customer engagement signals, including prior sales activity, invoices, Technical Services cases, webinar participation, and sample requests, to prepare targeted sales calls.
Maintain accurate customer, partner, account, opportunity, and interaction data in Salesforce.com.
Forecast accurately through Salesforce and Clari, maintaining clear visibility into pipeline health, risks, and next steps.
Provide timely communication and follow-up to customers and partners while consistently meeting or exceeding customer expectations.
Identify and communicate market, mission, customer, partner, competitive, and product opportunities to Sales, Marketing, Product Management, and other internal stakeholders.
Research and analyze the assigned territory, federal market, competitive landscape, customer requirements, and product mix.
Partner with Product Management to develop short- and long-range product expansion strategies and assess applications of Gigamon solutions to meet customer needs.
Collaborate with Product Management on customer presentations, product demonstrations, site visits, product specifications, and solution customization.
Represent Sales on cross-functional teams working with Research and Development, production, and manufacturing to develop or enhance products and product lines.
Attend relevant federal, Navy, Marine Corps, industry, and vendor events, trade shows, and meetings.
Share effective sales approaches, market intelligence, and innovative solutions with Sales, Marketing, Product Management, and peer networks.
Perform other duties as assigned.
Earned a bachelor’s degree in business, computer science, information systems, or a related field; equivalent relevant experience may be considered.
Built at least 10 years of experience selling relevant technologies to the U.S. Navy.
Demonstrated a successful track record in the federal technology market, preferably supporting U.S. Navy and U.S. Marine Corps customers.
Managed direct and channel sales involving Value-Added Resellers and systems integrators.

Nice-to-haves

Used quoting software; experience with federal or technology-industry quoting tools is a plus.

Application prep

Use the role’s language and application details while tailoring your materials.

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Effort: medium

Benefits

Benefits detected in the listing.

Vision

Paid Time Off