Regional Sales Director

Position Overview

The Regional Sales Director will lead a team of Territory Managers and drive growth in enterprise and large commercial accounts through our 100% channel sales model in the USA. This is a front-line leadership role with direct accountability for bookings and pipeline growth across assigned territories and accounts. The Regional Sales Director will recruit, coach, and develop this team to deliver against ambitious growth targets while fostering strong collaboration that includes Inside Sales, Channel Sales, Sales Engineers and Marketing.

Key Responsibilities

Sales Leadership & Execution

• Lead, coach, and manage a team of Territory Managers (field sales) to achieve and exceed revenue targets.
• Drive disciplined execution of the sales process, with an emphasis on MEDDPIC qualification, pipeline progression, and forecast accuracy.
• Actively participate in strategic opportunities, providing executive-level engagement and deal support.

Team Development & Recruitment

• Recruit, onboard, and develop top-performing Territory Managers, building a high-impact sales team from the ground up.
• Foster a culture of accountability, coaching, and continuous improvement.

Channel-Centric Go-to-Market

• Execute a two-tier distribution sales model, working closely with channel partners, resellers, and distributors.
• Partner with Channel Sales leadership to design and run joint sales plays, partner programs, and co-selling motions.

Forecasting & Reporting

• Own pipeline management, territory reviews, and sales forecasting with precision.
• Leverage CRM and sales enablement tools to drive insights, track performance, and ensure data accuracy.

Cross-Functional Collaboration

• Partner with Inside Sales and Channel teams for a seamless collaboration.
• Partner with the Pre-Sales (SE) organization to ensure effective technical validation and solution alignment in strategic opportunities.
• Partner closely with Field Marketing, Product, and Customer Success to drive territory-level go-to-market plans.
• Provide field-level market intelligence to help shape product roadmap and competitive positioning.

Reporting Relationship and Accountability

This position reports to SVP Worldwide Sales.

Qualifications

• 3-5 years of field sales leadership experience in IT infrastructure, with a proven track record managing quota-carrying reps.
• Deep experience in channel-led sales models, preferably in data storage, backup, or infrastructure hardware.
• Strong expertise in enterprise sales processes and qualification frameworks (e.g., MEDDPIC, Challenger, or similar).
• Demonstrated success in leading teams exceeding $10M+ annual revenue targets.
• Experience recruiting, hiring, and developing high-performing sales talent.