Tripwire is a leading provider of security, compliance and it operations solutions for enterprises, industrial organizations, service providers and government agenciesTripwire solutions are based on high-fidelity asset visibility and deep endpoint intelligence combined with business context; together these solutions integrate and automate security and it operationsTripwire’s portfolio of enterprise-class solutions includes configuration and policy management, file integrity monitoring, vulnerability management, log management, and reporting and analyticsLearn more at tripwire.com, get security news, trends and insights at tripwire.com/blog or follow us on twitter @tripwireinc.
Tripwire is just one of the many brands that make up belden’s impressive portfolioBelden is a multi-billion dollar global organization of 8,000 talented people that supports the mission-critical network infrastructure and audio visual broadcast needs of many of the world’s best-known brands, placing us at the heart of the global transformation to a truly connected worldWe are seeking driven, results-oriented team members to help us continue to grow and succeed.
Job summary:
The director, west will be responsible for leading a team of sales professionals to drive tripwire bookings growth within the west region as assignedThis includes developing and executing on a sales strategy, leading business development efforts with system integrators and partners, representing tripwire in the marketplace, ensuring customers` success, and enabling tripwire`s commercial business objectives in the west regionThis position may be based out of your home office in the western or central us.
Responsibilities:
Manage a team of direct reports, serving as mentor, coach and guide in enabling account managers to fulfill their duties/responsibilities and achieve their objectives
Develop and execute a comprehensive sales strategy for the region
Lead business development efforts with system integrators to increase tripwire sales into large enterprise environments
Achieve bookings targets on a quarterly and annual basis
Maximize sales into strategic accounts within the region
Drive sales of tripwire products and services across the enterprise information technology (it), industrial control systems (ics), and operational technology (ot) environments of customers and prospects
Create strategic alliances with channel partners in local markets to present compelling solutions to customer business issues
Forecast the business accurately
Engage directly with system integrators, consulting firms, and service providers to foster trusted relationships and promote the development of new programs and market opportunities
Review opportunity win plans on deals $100k or larger
Collaborate with marketing to build a rich set of programs for business development, including content for sales presentations, tradeshows, and mediacoverage
Be a trusted resource and counsel to the management team, marketing and product management teams, providing important input on customer needs and market trends
Conduct regular face-to-face meetings with system integrators, partners, and customers (when possible)
Represent tripwire at conferences, tradeshows, and other events to promote the brand, develop relationships, and identify new opportunities
Denotes an essential job function
Required skills and experience
15+ years of successful sales experience selling to large enterprise customers
5+ years of experience managing direct reports in sales
5+ years of experience in business development within the large enterprise market
5+ years of experience working with channel partners
Experience leveraging a solution-based sales approach to include sales of hardware, software, and professional services
Proven record of exceeding a direct sales quota
In-depth knowledge of the enterprise security software domain, including it security, compliance, and industrial cybersecurity
Knowledge of commercial contracting and procurement processes
Knowledge of common regulatory requirements & mandates (pci, sox, hipaa, nist, cmmc, etc.)
Familiarity with cybersecurity best practice frameworks (such as cis controls, nist cyber security framework, etc.) and their relevance to customer success
Familiarity with cybersecurity controls for industrial control system (ics) and operational technology (ot) environments
College degree required
Excellent written and verbal communication skills
At tripwire our culture is one where you perform at your best, where you trust your teammates, and where work doesn’t feel so much like workWe recognize and appreciate the contribution of all our employeesWe value customer service, working with teams and thriving in an environment of continuous changeWe play to win!
Tripwire provides equal employment opportunities to all qualified employees and applicants for employment without regard to race, religion, sex, age, marital status, national origin, sexual orientation, disability, veteran status, or any other legally protected statusWe prohibit discrimination in decisions concerning recruitment, hiring, compensation, benefits, training, termination, promotions or any other condition of employment or career development.
