Regional Account Manager - Bay area

Sales Santa Clara, California


Gigamon, recently certified as a Great Place to Work, helps the world’s leading organizations run fast, stay secure, and innovate. We provide the industry’s first elastic visibility and analytics fabric, which closes the cloud visibility gap by enabling cloud tools to see the network and network tools to see the cloud. With visibility across their hybrid cloud network, organizations can improve customer experience, eliminate security blind spots, and reduce cost and complexity. Gigamon has been awarded over 90 technology patents and enjoys world-class customer satisfaction with over 4,000 organizations, including over 80 percent of the Fortune 100 and hundreds of governments and educational organizations worldwide. 

Gigamon seeks a motivated individual to fill the position of Regional Account Manager focused on the Bay area.  As a direct sales position, you will identify, qualify, and capture tactical sales opportunities that will align Gigamon strategically. In this role, you will also command and manage all the moving parts through the full life cycle to closure. We are searching for an entrepreneurial self-starter who enjoys working in a fast-paced environment, completing multiple complex tasks simultaneously, and who can use his or her direct sales talent to expand the adoption of Gigamon capabilities. Duties also include the development of business strategies and solutions for complex and multi-faceted customer problems and internally providing advice to support the overall growth strategy for driving Gigamon’s business activities in the region to new and existing accounts. 

What You’ll Do:

  • Advanced level of knowledge in cyber, network security, and cloud sales.
  • Responsible for the sales of the company’s portfolio within an assigned geographic territory and within an assigned group of named accounts in the Region. 
  • Achieves sales quotas through the growth of existing accounts and the development of new accounts .
  • Maintains database of customers, leveraging Salesforce as the primary CRM tool. 
  • Uses available resources to develop effective sales calls.  These resources include opportunities identified by previous sales calls, client history,  
  • Sells new and existing products, discovers new opportunities, and secures incremental business 
  • Responsible for proactive outbound prospecting to new and existing clients 
  • Explores, identifies, and communicates potential opportunities with the Regional Business Managers and extended regional team members. 
  • Consistently performs effective sales calls throughout the assigned territory and closes new business opportunities 
  • Attends trade and vendor shows and meetings as required 
  • Drive high levels of client communication and engagement, building customer champions 
  • Provide market and competitive information to the organization 
  • In collaboration with Product Managers, develops short and long-range strategies for product expansion; assesses potential application of the company products to meet customer needs and prepares detailed product specifications for the development, implementation, and customization of customer solutions 
  • Collaborates with Product Managers on presentations, product demonstrations, and on-site customer visits 
  • Ability to deliver focused Territory Plans, Account Plans and provide relevant QBR information 
  • Researches and analyzes the territories and the company’s markets, competition, and product mix; makes presentations on new and existing products to current and potential customers 
  • Provides innovative problem-solving approaches to enhance organizational capabilities; uses peer network to expand technical and sales capabilities and identify new sales opportunities 
  • Devises new approaches to problems encountered, shares approach with Regional Business Managers 
  • Creates opportunities to enhance technical methodology or content through expansion of existing or development of new efforts 
  • Assists in providing training to lower-level Sales staff 
  • Other duties as assigned 

What You’ve Done:

  • BA/BS in Business, CIS, or related field preferred. 
  • 5 -8+ years of experience in a related area or equivalent combination of education/experience (cyber, network security and/or cloud is a must). 
  • Academic training or bench experience in CS, IT, EE a plus 
  • Track Record of analytical capability in a high-performance environment 
  • Track record of success in over-achieving quota 
  • In-territory relationships with target clients 
  • Experience with sales qualification processes and sales frameworks 
  • Experience using
  • Familiar with Quoting software a plus 
  • Familiar with SQL and Crystal Reports a plus 
  • Proficient in using the latest versions of Microsoft Office products 

Who You Are:

  • High attention to detail and proven organization and administration skills 
  • Ability to succeed without close supervision (self-starter) 
  • Excellent verbal and written communication skills in English 
  • Ability to deliver written and oral presentations 
  • Able to provide proof of driver’s insurance

The base salary + commission compensation range targeted for this role is expected to be between $223,000 - $318,000 (subject to the 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.

We are committed to a diverse, equitable, and inclusive Gigamon. As an equal opportunity employer, all applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, sexual orientation, gender identity, disability, veteran status, or any other protected characteristic under applicable federal, state, and/or local law.

Gigamon fosters a business culture dedicated to equitable hiring. If your experience and skills closely match our job description but may not necessarily fulfill all requirements, please still apply. Gigamon is on a continued mission to grow and scale an innovative organization. We believe this is best achieved by hiring, celebrating, and respecting people with diverse backgrounds, skills, perspectives, and experiences.

The privacy rights of all individuals including job applicants and candidates are very important to us. Our Gigamon Applicant Privacy Policy, will inform you about how Gigamon Inc. and its direct and indirect subsidiaries collect, use, store, or otherwise process personal information about job applicants and candidates, including through your access and/or use of our careers website and third-party job websites (e.g. LinkedIn, Indeed, Glassdoor, Naukri, etc.).