Area Sales Director, Norcal

Overview

Welcome to the future of cloud networking and security!

Cato Networks is the first company to converge enterprise networking and security into one centralized and global service that is delivered by cloud. It is led by networking and security pioneer Shlomo Kramer (Check Point, Imperva) and early investor (Palo Alto Networks, Exabeem, Trusteer and more). Cato’s unique technology inspired a brand-new product category, later named “SASE” by Gartner and a market expected to reach $28.5 billion by 2028.

This is your opportunity to join a cutting-edge enterprise network and secure cloud platform, and be part of a fast track to becoming a worldwide market leader.

As an Area Sales Director, you will take sales responsibility for generating all revenue from Northern California during a period of dramatic growth toward seven-digit revenue numbers. You will personally close numerous high-value new customer wins in the market and lead a team of Sales Directors responsible for new business quota attainment in their assigned territories. You will be a close collaborator and an active, resilient member of the ambitious global sales organization driving the business forward.

The role will work remotely from a home office and report to AVP Sales, West.

Responsibilities

• Manage a team of Sales Directors in achieving individual and team quota

• Effectively run and manage all aspects of the sales cycle, quote, negotiate, and assist sales reps in closing complex transactions through the development of executive-level relationships with key prospects

• Manage daily and weekly activities, pipelines, forecasts and closed deals to ensure above-quota results based on successful pipeline management

• Develop the Southeast US market and foster and maintain key relationships with existing and/or potential partners

• Coordinate and manage weekly and monthly one-on-one and team-wide pipeline reviews, meetings, mentoring and training sessions to ensure ongoing improvement and best practice sharing

• Develop and implement corporate objectives scorecards with management to maintain the productivity standard of the sales team

• Attract, hire, coach, on-board and retain top sales talent

• Be a change agent within Cato Networks, help define new models and processes to grow our business

• Maintain highly collaborative relationships with the Presales, Operations, Product, and Customer Success teams

• Make our customers successful!

Requirements

• Senior sales experience with strong leadership and management track record, a hands-on world-class sales executive

• A Hunter with over 10 years of field and remote sales experience with consistent over-achievement of quotas

• Networking and/or Security solutions B2B sales experience in a highly competitive market

• Enterprise experience selling to C-Level and Technical buyers

• A minimum of 2 years experience managing an individual contributor sales team

• Channel recruitment and enablement experience with demonstrable track record of channel sales success

• Demonstrated ability to accurately forecast sales results

• Strong skill set in contract negotiations

• Ability to work in a rapidly expanding, fast paced environment

• Collaborative approach and demonstrable success in highly team-oriented sales organizations with great communication skills

• Willingness to work hard to make exceptional success happen

• Start-up experience is an advantage

• Experience in selling cloud-based solutions is an advantage

• Computer Science or Engineering degree or work experience is a strong advantage

Cato Networks is an equal opportunity employer. We welcome and encourage diversity in the workplace regardless of race, gender, religion, age, sexual orientation, gender identity, disability or veteran status. A reasonable estimate of the salary for this role, at the time of posting, is $350,000 - $420,000. Cato operates from a high place of trust and transparency; we are happy to state the pay range for our open roles to best align with your needs.

Exact compensation may vary based on skill set, experience, location, training, and certifications.

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