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Regional Sales Manager, Enterprise - US West

Kentik

Kentik

Sales & Business Development
Remote · United States
Posted on Monday, December 11, 2023

Who we are

Kentik is the network observability company. Our platform is a must-have for the network front line, whether digital business, corporate IT, or service provider. Network professionals turn to the Kentik Network Observability Cloud to plan, run, and fix any network, relying on our infinite granularity, AI-driven insights, and insanely fast search.

Kentik makes sense of network, cloud, host, and container flow, Internet routing, performance tests, and network metrics. We show network pros what they need to know about their network performance, health, and security to make their business-critical services shine. Networks power the world’s most valuable companies, and those companies trust Kentik. Market leaders like IBM, Box, and Zoom rely on Kentik for network observability. Visit us at kentik.com and follow us at @kentikinc.

What we do

We are looking for a highly motivated technical sales executive focused on the West territory, with experience acquiring and growing small, medium, and large enterprises. The ideal candidate is a hunter with solid and demonstrated self-prospecting skills and is equipped with an established network of relationships at key accounts, alliances, and regional partners within the territory. This role will solely focus on obtaining new logo business within target accounts.

What you'll do

  • Prospect for new business with new customers to rapidly expand given territory
  • Generate a high volume of new opportunities to deliver predictable business
  • Diligently manage pipeline, leading to accurate forecasting
  • Manage all aspects of the sales cycle, including coordinating and maintaining strong relationships with product + solutions engineering, product management, customer success, alliances/channel, product/event marketing
  • Achieve QoQ growth in your territory
  • Work collaboratively with SDR and marketing teams to build demand-generation programs that generate net new pipeline for your territory
  • Maintain up-to-date knowledge of competitors and industry trends
  • Travel is a requirement, and you must be able to travel on short notice

What you'll bring

Studies have shown that some candidates tend to apply to jobs only if they meet 100% of the qualifications. We encourage you to apply if you meet most of the criteria - even if you don’t match all of the qualifications, your skills and experience could be valuable in this role!

  • 5-7 years of experience selling to medium to large enterprises and deep current connections within strategic accounts within the Western United States + Canada (CA, AZ, WA, CO, etc)
  • Demonstrated prospecting skills for new logos - research ideal target and buying personas, outreach to those roles, leverage network for leads and referrals
  • Proven sales track record selling SaaS and exceeding quota. Experience navigating large, complex transactions that require building business value across multiple groups within an enterprise
  • Large established network of relationships with target companies in defined target markets
  • Experience with MEDDPICC sales methodology
  • Technical sales understanding in the area of IP Networking, SaaS, Network Management, Observability, Forensics, Cloud
  • Heavy focus on value-based selling approach
  • Adept with modern revenue tools (Salesforce, LinkedIn Sales Navigator, 6Sense, Gong, Clearbit, etc.). Take detailed notes and have that information continuously updated in Salesforce for reference
  • Highly organized, can prioritize critical tasks/projects/accounts to exceed goals
  • Capable of building strong, value-based presentations for all stages of the sales cycle, including introductory positioning, value-based product demos, and proposals with business justification + ROI positioning
  • Ability to communicate effectively with all levels of an organization, from network engineer to CEO
  • Must reside within the territory

What we offer

Kentik is a fully remote company that operates globally. We seek professionals that will help us thrive as an organization, and in turn, to broaden and enhance your career. We’re very thorough in the interview process to understand your skills and how they will relate to your successful growth here at Kentik. Our compensation philosophy encompasses a fair program for all in order to attract, engage and retain talented individuals who will drive our business and wow our customers.

The base salary range for this position is: $119,000 - $161,000 with an expected overall targeted earnings (OTE) range of: $238,000 - $322,000. The salary range and OTE reflect the low and high end of the U.S. range Kentik reasonably and generally expects to pay the hired candidate in this role. The actual compensation offered may be lower or higher than the stated range depending on various factors, including but not limited to:

  • Experience with the skill sets required for success
  • Demonstrated competencies and potential
  • A geographic market-based approach

In addition to a great career opportunity, Kentik offers stellar benefits for our employees, which include:

  • 100% of premiums are paid by company for health, vision and dental coverage for you and your dependents
  • Additionally, an annual Health Reimbursement Account (HRA) of $3,000 for an individual or $4,500 for a family
  • Paid family & medical leave
  • Open PTO, a quarterly Wellness Day, and a minimum of 10 paid holidays
  • 401(k) retirement account
  • Home office reimbursement
  • Stock options

Note: Benefits are as listed for all US full-time employees. For compensation, international applicants will be treated equitably in relation to the laws applicable within the countries in which we operate.

Come work with us

The true meaning of Kentik is visibility. We’re committed to making sure everyone feels empowered to use their voice, has a sense of belonging, and is represented at Kentik.

We don’t look for individuals who fit the culture, but those who will continue to add to the culture.

We encourage everyone to apply, especially those individuals who are underrepresented in the industry: people of color, LGBTQI+ community, women, individuals with disabilities (both seen and unseen), veterans, and people of any age or family status.

Come as you are!

You will be working at a fast-growing, well-funded startup alongside industry thought leaders and network aficionados as we build the future of observability and set the high bar for how network operations and digital businesses should run. With a competitive salary and amazing benefits on top of the meaningful and challenging projects you’ll take on, we’re sure you’ll enjoy joining the Kentik team.

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