Regional Sales Leader

About VERITAS

Veritas solves what no one else can. With an industry-leading product portfolio, we offer proven, modern, and integrated technology that brings together availability, protection, and insights. Our Veritas Enterprise Data Services Platform addresses current and future data issues end-to-end - keeping mission-critical workloads highly available, protecting data everywhere, and providing insights to optimize costs and maintain regulatory readiness.

Veritas supports 500+ data sources, 150+ storage targets, 50+ clouds, and any deployment model imaginable. We serve 99% of the Fortune 100, 90% of the Fortune 500, and are the market leader in Software-defined Storage, Data Protection, and Archiving.

Veritas’ Worldwide Field Operations (WFO) propels company growth by driving all aspects of new business and channel sales and includes global sales operations and global sales enablement for all new business and renewal sales.

JOB SUMMARY:
The Regional Director Sales Leader will be responsible for driving sales for assigned enterprise accounts in LATAM Region with a focus on meeting immediate and long-term sales targets, building lasting relationships with client C-suite and business line leaders, building a high performing team and effectively collaborating with internal and external resources to achieve mutually beneficial outcomes.

DUTIES AND RESPONSIBILITIES:

- Facilitate and direct account planning, develop strategies that leverage Veritas strengths and unique value propositions.
- Meet and exceed revenue and bookings targets, key sales objectives, develop account strategies, pipeline, negotiate pricing, develop sales plans, maintain sales reports, develop market and competitor knowledge, deliver compelling presentations and ensure favorable outcomes at every client engagement.
- Provide direction to pre-sales resources, including engineering resources.
- Lead a focused team to achieve agreed objectives through support, mentorship, direction and accountability (even though due to the matrix structure not all team members have a direct reporting line).
- Oversee the development of short and long-term account strategies, securing internal stakeholder support and delivery against the execution of these strategies.
- Develop C-level relationships within account base and lead the team in ensuring all Key Decision Makers and Stakeholders (both with the clients and Veritas) are supportive and endorse the specific account objectives.
- Understand pricing structures and negotiate Contracts and/or Amendments through to conclusion as needed.
- Expand into new buying centers within account base, ultimately increasing Veritas’s share of wallet.
- Coach and develop high potential talent for future progression
- Understanding the evolving market and customer trends and ensuring the Regional GTM strategy continuously aligns; anticipates long-term global business trends, emerging markets and competitor threats/opportunities and how they affect the market.
- Building and nurturing a high-performance Sales organization, demonstrating courage with a deliberate intent to win and grow

KEY SUCCESS FACTORS:

- Manages well through major change within the organization and sales partners. Works with key influencers to ensure high levels of employee, partner, and customer satisfaction through the organizational changes within Veritas
- Track record and ability to keep a pulse on employee morale, provide development opportunities and retain key performers
- Incumbent must bring experience and success in leading strategic initiatives to adopt and expand methodologies that delivered results in their business portfolio.
- The ability to work well in highly matrixed and complex go-to-market and route-to-market environments
- Ability to take conceptual ideas and translate them into a forward-thinking objective including enabling architectural alignment as we lead our customers in support of their business models

SKILLS AND REQUIREMENTS:

- Must be a strategic thinker and have proven ability to manage ambiguity, solve complex problems and scale effectively across a large organization.
- High energy, independent, self-motivated, enthusiastic, ambitious, goal-oriented, and success driven.
- Strong negotiation, organizational, and presentation skills.
- Strong collaboration skills and ability to work alongside multiple team members
- Excellent leadership, energy, judgment, communication, interpersonal, management and analytical skills required; approachable and able to resolve conflict
- Passionate about growing and building a business to its full potential
- A successful track record of milestone achievement, operational excellence and strong cross-functional skills. Recognized as a high achiever who is willing to work broadly to resolve issues in an inclusive way, and significant experience with sales process improvement.

EDUCATION/EXPERIENCE:

- BA/BS degree or equivalent practical experience, MBA preferred.
- 15+ years o