Area Vice President - Northeast Sales

Area Vice President - Northeast Sales

ExtraHop is reinventing Network Detection and Response (NDR) to help enterprises and organizations stay ahead of emerging threats with unmatched network visibility, context, and control.

Today's attackers bypass traditional security defenses through identity-based entry, move invisibly across cloud, on-premise, and data center networks using encryption and trusted applications, and exploit and exit whenever they want. But all of that movement is visible on the network... if you can see it.

By combining the power of NDR with Network Performance Management (NPM), Intrusion Detection Systems (IDS), and forensics in a single, integrated platform, ExtraHop can decrypt and unlock complete packet-level data at wire speed, analyze and correlate it across all your networks, applications, devices, and users with cloud-scale machine learning, and provide a single interface to the SOC to detect, investigate, and remediate modern cyber risks in real time.

As an AVP, you learn and maintain in-depth knowledge of ExtraHop's products and technologies, competitive products, and industry trends. Your primary responsibility for the role is managing a team of in-region quota-carrying sales managers. The field sales team is responsible for increasing revenue in assigned regions/territories/districts through identifying, recruiting, and developing opportunities for generating direct sales and partnerships with resellers.

Specific Duties

• Drive agreed-upon sales strategies and processes to meet and exceed sales goals.
• Development of sales plan including target setting and allocating named accounts.
• Great teamwork ethics are required to run a successful sales team which should run as a team vs. a collection of individuals.
• Hire, train, motivate and retain an effective sales force.
• Role model team leadership and management qualities.
• Management of the team's pipeline, qualify, and accurately forecast business.
• Provide timely and accurate field feedback to other departments within ExtraHop.
• Accurately forecast business on a weekly basis.
• Work proactively with resellers and partners to grow business in your territory.
• Meet/Exceed sales team booking target and Proof of Value (PoV) plan.
• Assist the Regional Sales Managers
• Meet and exceed assigned sales targets by closing new accounts and growing revenues in existing customer installations.
• Identify prospects for ExtraHop products through cold calls, and lead follow-up and face-to-face meetings.
• Build a qualified pipeline to cover four times the assigned target.
• Work with their Inside Sales team and align best on best practices.
• Define win-strategy for key opportunities.
• Call on senior executives to understand the business, decision-making, and financing processes of your territory.
• Present and demonstrate ExtraHop products to customers.
• Provide customer and competitor feedback and field intelligence where available and necessary.
• Prepare and implement strategic sales account plans for all customers and identify business growth opportunities in the assigned customer base.
• Ensure resellers and field sales engineers and management are working together in the sales process, lead generation, registering opportunities, accurately forecasting revenue, and tracking to required revenue goals established by their discount tier.
• Coach and support the ramp-up and development of the sales force capabilities.
• Prepare and maintain an accurate sales forecast for your territory.
• Become the executive sponsor in the assigned region for key customers.
• Keep Salesforce hygiene within the required parameters.

Required Qualifications and Experience

• Four-year degree or equivalent in a related discipline (e.g., information technology, computer science, business, or engineering).
• 5-10 years managing remote field sales teams.
• Track history of success selling technical solutions.
• Demonstrated technical acumen to articulate ExtraHop's value proposition in a differentiated and compelling manner.
• Strong communication, organizational, and interpersonal skills.
• Proven history of sales success in security / cloud / network / application management or related IT infrastructure solutions.
• Demonstrated ability to secure meetings and close deals with senior-level executives.
• Solid understanding of enterprise security.
• Acute commercial skills with an understanding of how to support Cloud, Capex, Opex and finance requirements.
• Strong independent work ethic and experience working in a dynamic culture.
• Existing senior-level relationships at a wide range of enterprise accounts in your assigned territory.
• Ability to travel

The base salary for this position is between $190,000 - $205,000 on a 50/50 split.

ExtraHop empowers enterprises to stay ahead of evolving threats with the most comprehensive approach to network detection and response (NDR). Since 2007, the company has helped organizations across the globe extract real-time insights from their hybrid networks with the most in-depth network telemetry.

ExtraHop NDR uniquely integrates network threat detection, network performance management (NPM), intrusion detection (IDS), and packet forensics into a single console with 100GB+ sensors, real-time decryption, and cloud-scale machine learning - delivering complete network visibility, unmatched context for data-driven security decisions, and improved SOC productivity.

ExtraHop is recognized by leading organizations for both its innovation in the market and its commitment to building a world-class team. We are the only NDR vendor recognized as a leader by all major analyst firms including the 2024 Gartner Magic Quadrant for Network Detection and Response™, the 2023 Forrester Wave for Network Analysis and Visibility, the 2024 IDC Marketscape for NDR, and the 2024 Gigamon Radar Report for Network Detection and Response.

Other benefits include: Health, Dental, and Vision Benefits; Flexible PTO, Sick Time Prorated Based on Date of Hire, and All Federal Holidays (US Only) + 3 Days of Paid Volunteer Time; Non-Commissioned Positions may be eligible to participate in the Annual Discretionary Bonus Plan; FSA and Dependent Care Accounts + EAP, where applicable; Educational Reimbursement; 401k with Employer Match or Pension where applicable; Pet Insurance (US Only); Parental Leave (US Only); Hybrid and Remote Work Model.

Our people are our most important competitive advantage, leading the charge against cyber criminals. Join the fight today!