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AVP Enterprise Sales

USA

About The Position

Come Hack With Us!

Join us on our mission of protecting organizations against the most advanced attackers in the world!

Pentera is the newly-minted Unicorn and category leader for Automated Security Validation, allowing every organization to test with ease the integrity of all cybersecurity layers, unfolding true, current security exposures at any moment, at any scale. As a result, thousands of security professionals and service providers worldwide use our platform to guide remediation and close security gaps before they are exploited.

Currently, we have more than 200 employees around the globe, with over 450 customers in production in more than 40 countries!

Pentera has won various Industry Awards, including “The Frost and Sullivan Value Leadership Award- 2019” and the “2020 Gartner Cool Vendor Award”. We are backed by Top tier investors such as Insight Partners, K1 Investment Management, and The Blackstone Group & AWZ.

Penterians are one team with a shared mission. Become a Penterian – change the way the world does cyber!

 

The Area Vice President, Enterprise position is a senior level sales position, responsible for driving revenue through developing the sales execution plan, managing the Enterprise sales team, and achieving Company growth goals.  

 

Candidates should also have executive level contacts and be flexible and adaptable to rapidly changing situations.  You must be results-driven, customer-focused, technologically savvy, and innovative at building internal relationships and external partnerships to attack the market with passion!



The primary areas of responsibility include:

Execute the Enterprise (5,000 employees +) sales strategy within the North America region, drive revenue growth by penetrating the current customer base, and develop a net new customer base

Continually monitor the sales activity of the team and track the results; report on sales activity and forecast to the Americas Sales lead

Provide market feedback to the leadership team influencing product strategy and positioning

Perform regular individual meetings with the sales team, as well as supporting client visits with sales reps where necessary

Hire, train and develop team members to align with company values, growth and business objectives

Provide ongoing training and development of the sales team

Define new business campaigns into horizontals and verticals to generate new opportunities with a demonstrable Return on Investment

Support, manage, and motivate the local team of Account Executives by participating in New Business and Existing customer meetings and helping the team reach the Company goals

Build upsell/cross-sell strategies and reference programme to develop and grow relationships with our current customer base

Identify the customer approvers, decision makers, and influencers, and develop strategies for each to mitigate risk and increase deal confidence

Communicate the differentiated value of Pentera to the customer at both the technical and business levels and ensure your team is audible, ready and adept in all selling situations.


Requirements

5+ years successful track record of managing a team of 5 or more individual contributors in SaaS, enterprise software company or a security vendor

Growth & Scale beyond $10m ARR across the region ideal

Strong experience of building and managing strong channel partner relationships across North America

Consistent record of exceeding annual team quotas and performance targets

Experience scaling and managing enterprise and strategic sales teams within a region

Prior experience of developing a high-performance culture

Demonstrated ability to manage complex sales cycles including the ability to provide coordination and direction to your extended team

Evidence of contributing to the development of growth strategies and lead generation programmes as an executive leader

Outstanding communication and interpersonal skills

Ability to solve complex problems and articulate ideas and strategies effectively

A naturally curious, problem-solving self-starter with low ego and high self-awareness

Culturally sensitive and a creative, versatile and strategic thinker.  

High energy and attention to detail

Expert negotiation skills

Self-Awareness and a desire to learn from all those; above you, equal to you and below in role

First class organization skills to maintain a current and accurate pipeline.

 



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