Sales Director (Northeast)
Role Overview
The Director of Sales is a frontline sales leader responsible for the revenue performance of an assigned region.
This leader manages a direct team of Account Directors, setting clear goals, coaching to execution, and holding the team accountable for pipeline, forecast, and bookings.
The Director of Sales is hands-on in the field, partnering with Account Directors on strategic accounts, deal strategy, competitive positioning, and executive engagement to improve win rates and accelerate revenue.
They maintain an accurate, well-inspected forecast, enforce strong CRM hygiene and sales discipline, and make sure every deal is structured to deliver strong value for customers and healthy economics for Alkira.
The Director of Sales reports to the Senior Director of Sales and is accountable for the predictability, growth, and overall performance of their region.
Key Skills for This Role
Full Job Posting
KEY RESPONSIBILITIES
- Regional Ownership & Quota Attainment
- Own regional bookings and revenue targets, consistently meeting or exceeding quota for the territory.
- Translate company and Senior Director priorities into a clear regional plan with defined account coverage, targets, and milestones.
- Identify market opportunities, coverage gaps, and execution risks in the region early and take decisive action.
- Team Leadership & Coaching
- Lead, coach, and develop a direct team of Account Directors responsible for named accounts across the region.
- Set clear expectations and individual goals, and hold each Account Director accountable for pipeline, forecast, and results.
- Run regular one-on-ones, account plan reviews, and deal reviews to raise the quality of execution across the team.
- Recruit, onboard, and ramp top sales talent, and address performance issues promptly and fairly.
- Pipeline, Forecasting & Sales Discipline
- Drive consistent pipeline creation and opportunity progression across the team, with a strong focus on early-stage coverage.
- Deliver an accurate, predictable weekly and quarterly forecast with clear visibility for sales leadership.
- Enforce CRM hygiene and rigorous deal inspection using a consistent sales methodology and operating cadence.
- Deal Execution & Customer Engagement
- Partner directly with Account Directors on strategic opportunities, including deal strategy, competitive positioning, negotiation, and close plans.
- Engage senior customer and partner executives to build trusted relationships and support complex, multi-stakeholder deals.
- Structure deals that create strong customer value while protecting margin and long-term value for Alkira.
- Cross-Functional & Partner Collaboration
- Partner with Sales Engineering, Marketing, Customer Success, Sales Operations, Sales Enablement, and Finance to drive regional results.
- Work with channel, cloud, and alliance partners to extend regional reach and support co-sell motions.
- Provide field feedback on market, competitive, and customer trends to sales and product leadership.
REQUIRED QUALIFICATIONS
- 8+ years of enterprise technology sales experience, including 3+ years managing a team of enterprise sellers.
- Proven track record of meeting or exceeding quota as both a seller and a frontline manager in a B2B software, SaaS, or infrastructure company.
- Experience selling complex, multi-stakeholder solutions into large enterprise accounts.
- Demonstrated ability to coach sellers, run deal and pipeline reviews, and deliver an accurate forecast.
- Strong skills in deal strategy, negotiation, and pricing with a focus on margin and long-term value.
- Established relationships with senior technology and business executives in the region.
- Proficiency with Salesforce or comparable CRM and a sales methodology such as MEDDPICC, Command of the Message, or Challenger.
- Bachelor's degree or equivalent experience.
PREFERRED QUALIFICATIONS
- Background in networking, cloud infrastructure, network security, or SD-WAN.
- Experience co-selling with hyperscalers (AWS, Microsoft Azure, Google Cloud) and channel or GSI partners.
- Experience building and scaling a sales team in a high-growth or pre-IPO environment.
- MBA or advanced degree.
About Alkira
The on-demand platform for connecting, securing, and operating distributed enterprise networks across every cloud, site, partner, and AI workload.
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