Western Regional Sales Manager

We seek a senior-level Regional Sales Manager (RSM) to expand and grow our Western Region business, specifically focusing on Public Safety organizations and Fortune 1000 corporations. As a successful candidate, you can leverage our existing customer portfolio to drive new business through a disciplined reference-based selling approach. In addition, you will develop territory/account plans, establish customer contacts, and work closely with partners (e.g., VARs, integrators, contract holders) to drive enterprise deals from inception to PO. You’ll be considered a solid candidate for this role if you have: • A documented history of over-achieving sales targets and goals. • Over 7 years of strong leadership, teamwork, interpersonal skills, and experience closing large six and 7-figure deals in the Commercial Enterprise and Public Safety markets. • Proven relationships with entities in the above markets. • Excellent understanding of large company and government procurement processes and experience winning significant competitive bids. • A passion for problem-solving and using emerging technologies to meet client requirements. • The willingness to travel to US cities and destinations as required to conduct sales activities, attend events, and foster relationships. • The desire to work for smaller, entrepreneurial companies, wearing multiple hats, retaining control over and responsibility for strategic engagements, and “moving the needle” with every PO. • An inherent compulsion to measure and examine pipelines on a very regular basis. You’ll get bonus points if you have: • A good understanding of video technology (AV, switching, panels, VTC, collaboration) and an appreciation for the rapid industry adoption of AV over IP. • A basic grasp of networking and security models and policies. • Relationships with sourcing contacts and purchasing agents that serve F-1000 companies. • Understanding of State and Local procurement and familiarity with multi-state contract vehicles (e.g., HGAC, OMNIA, SOURCEWELL, GSA). • Experience leveraging partners at various levels (VAR, SI, ISV, etc.) to reinforce pipeline, increase ASP, and expedite the sales process. • An insatiable curiosity and desire to study business processes relevant to Activu offerings. • Familiarity with multi-tiered sales processes that integrate teams of Account Executives, Partner Managers, and Business Development Representatives to drive “top of the funnel” opportunities. During the typical day, you may work on one or more of the following pursuits: • Proactively identify and pursue new business opportunities within the markets described. • Work to increase pipeline and ASP by leveraging our growing partner network. • Design/execute against a territory plan prioritizing the highest value, in-territory sales targets. • Quarterback deal pursuits – from qualification to close – managing internal and external collaboration activities required to get the job done. • Work with the Activu engineering team to arrange demos, technical “deep dives,” quote/pricing reviews, and site surveys for qualified prospects. • Continuously study the strategic direction of accounts in territory – to decide the best way to position our current technology and advise Product Management of upcoming requirements. • Coordinate with Activu Marketing and Business Development (BDR) resources to generate, qualify, and monitor incoming leads. • Work with internal resources to respond to bids (RFIs, RFPs, sole source, etc.) that pass qualification guidelines. • Manage weekly reporting/analysis of sales pipeline, keeping data up to date in NetSuite CRM. • Work with Customer Support to help maintain a high level of satisfaction and referenceability. • Negotiate continuing maintenance contracts/renewals with accounts. Activu is a highly innovative, profitable, fast-growing company that develops cutting-edge technology to support mission-critical control rooms and operations centers deployed on-premises or in the cloud. Our solutions and projects provide real-time situational awareness to major clients across all private and public sector verticals. PLEASE READ: Activu Corporation is a Federal and State Contractor. Applicants must be United States Citizens, have a valid Driver’s License, be able to pass a Drug Test and obtain Federal Clearance. All applicants are subject to drug and background testing before being hired. About Activu Corporation Activu Corporation is an Equal Employment Opportunity Employer. Activu provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, Activu complies with applicable state and local laws governing nondiscrimination in employment in every location where the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.