Director, Inside Sales

Sales - North America Santa Clara, California


Description

Gigamon is looking for an experienced leader to build and grow our Inside Sales team.

Our growing customer base and product portfolio require us to build a thoughtful approach to selling in the Enterprise and expanding reach to G5000 organizations. As part of this approach we have a second team of closers (Inside sales reps) to support our Enterprise sales teams. The Inside Sales reps are focused on landing new accounts, customer upsells, and selling new starter deals in subsidiaries/ business divisions, and tag teaming with the field reps on the execution of their territory plans.

As a Director, you will hire, train and lead Inside Sales reps across AMER. You will closely collaborate with Senior Sales Directors and Regional VPs of Sales, as well as Business development, Channel and Renewals teams on the strategy and execution of the territory plan. Your team’s revenue may come from a number of sources: new business, existing customers, and partners. Your team will be responsible for an aggressive pipeline and revenue quota and will gradually grow quarter over quarter.

Reporting to the VP of Worldwide Inside Sales and Business Development, this pivotal role will operate within the Inside Sales Management team to ensure the delivery of the AMER Inside Sales revenue and new account acquisition goals. The ideal candidate will possess a unique blend of business, technical, and leadership skills. S/he will establish plans and strategies to expand existing customers and grow new account acquisition. This role will lead a team of ISRs based in territories across AMER so ability to travel and manage a geographically dispersed team is important.

Primary Duties and Responsibilities:

  • Deliver results to meet and exceed assigned monthly, quarterly and annual revenue quota and assigned productivity targets.
  • Manage an operating cadence with your team that includes weekly forecast and pipeline reviews, 1:1s and customer calls; monthly reporting, and quarterly territory planning and QBRs.
  • Coach your ISRs to develop their selling skills (discovery calls, deal execution, negotiations, etc.) and improve behavioral skills needed for the role (effective communication, problem-solving, partnering with field and channel sales, and time management)
  • Develop metrics and use data to continually assess both sales performance and talent performance.
  • Responsible for the development of talent with focused responsibility on creating the next generation of Gigamon field sales professionals across diverse sales teams.
  • Build both an onboarding program as well as continuous training and enablement to help ISRs build on their existing sales skills and career development.
  • Partner with cross-functional teams to improve results (Field sales, Business Development, Marketing, Channels, Renewals and Customer Success).
  • Collaborate and interface with various groups to help improve the overall sales process as well as drive the strategic initiatives (Sales Ops, Marketing, Marketing Ops, Sales Enablement and IT).
  • Ensure the team is proactively using and optimized with Gigamon’s sales ‘tech stack’ for prospecting and managing their pipeline/forecasts.
  • Responsible for the achievement and reporting of the team’s key performance indicators in Salesforce, Clari and validation of commissions.
  • Remain knowledgeable and up-to-date on Gigamon’s product roadmap, industry changes, and competitive landscape.

Skills and Experience: 

  • Proven track record of consistent performance, motivating inside sales teams, and a demonstrated capability of selling complex IT solutions to large enterprise, government and key verticals.
  • 8 + years of inside sales experience in high tech B2B sales.
  • 4+ years of managing a revenue generating inside sales team.
  • Great presence and excellent leadership, interpersonal, communication and presentations skills.
  • Known for integrity and business ethics, ability to build trust, and strong relationships across all levels.
  • Empathetic with strong listening and conflict resolution skills.
  • Builder mentality, self-starter, and go-getter; able to work in fast-paced environments and comfortable working through unknowns.
  • Career champion with a proven ability in mentorship or coaching.
  • Ability to build a strong culture that is in line with “One Gigamon” and our company values.
  • Strong knowledge of Salesforce.com, building reports, and other tools to drive productivity.
  • BA/BS degree required.
  • Willing to travel 25%.
  • Networking or security experience a plus!

Gigamon is an equal-opportunity employer.