What are the responsibilities and job description for the Regional VP of Sales - Commercial New Logo position at Lightedge?
LightEdge Solutions is developing the IT solutions that will propel businesses forward over the next 10 years. Using a combination of shared and private/dedicated platforms, LightEdge has been successful in offering businesses alternatives that streamline operations, improve reliability and reduce costs.
If you are passionate about creating real solutions that help businesses with cutting-edge technology, want to be challenged to think out of the box and be in a position where you can impact change on a daily basis, then LightEdge can offer you a dynamic corporate environment built on teamwork and personal responsibility.
Lightedge is an enterprise-grade colocation and managed infrastructure company that owns and operates its own data centers, with elite alliance positions including Broadcom VCSP Pinnacle Partner, IBM Platinum, and AWS Premier. If you want to take your skills to the next level by joining an industry leader, this is an excellent opportunity for you.
We are seeking a highly motivated and results-oriented Regional VP of Sales to lead our Commercial New Logo team — a dedicated new-business motion focused on net-new accounts at or below $1B in annual revenue. This role is distinct from the Enterprise New Logo motion and is responsible for building a high-velocity, repeatable sales engine across colocation, IBM Power Cloud, and VMware private cloud/managed infrastructure solutions. In this role, you will be responsible for driving revenue growth, managing a team of sales professionals, and cultivating strong relationships with clients.
\n- Lead a team of 6 to 8 sales professionals to meet and exceed new-logo revenue and customer acquisition targets within the Commercial segment.
- Develop and implement strategic sales plans to expand Lightedge's commercial customer base and increase market share across colocation, IBM Power Cloud, and VMware private cloud/managed infrastructure solutions.
- Mentor and manage the sales team to deliver best-in-class service to new commercial clients.
- Appropriately manage the engagement of Strategic Solutions Group (SSG) SMEs, sales architect resources, and strategic partners to close deals.
- Provide strategic input on market competitiveness, compensation, pricing, and customer acquisition strategies for the commercial segment.
- Establish proper expectations for the team with respect to territory management, account management, activity levels, opportunity and funnel management, and CRM compliance; hold team accountable to these expectations.
- Partner with internal stakeholders across operations, product, deal desk, finance, etc. to align organization to prepare for new customers and ensure customer has exceptional onboarding experience and setup for success.
- Partner with Sales Ops on lead routing and validation of the Commercial vs. Enterprise segment cutline in Salesforce.
- Ensure team adherence to Rules of Engagement governing Commercial New Logo qualification and lane independence from Enterprise New Logo.
- Maintain positive alignment between the Commercial New Logo team and other functional areas, including Enterprise New Logo, SSG, and Channel & Alliances.
- Collaborate with Channel & Alliances to maximize partner-sourced pipeline through Avant, SHI, Bridgepointe, Telarus, Sandler, and our alliances.
- Develop forecasts and manage the funnel to exceed team quota and financial objectives.
- Actively engage with the sales team through daily coaching, meetings, and field time.
- Work with the team on individual professional development plans, including ramp plans for new hires.
- Actively participate in the sales process using the MEDDPICC qualification methodology, and demonstrate a high level of skill in consultative selling, business case preparation, and time management planning.
- Network within the market to build relationships and brand awareness for the company.
- Ensure documentation for ongoing deals is properly entered, updated, and maintained within Salesforce to provide leadership with accurate updates on status, resources, and financial information.
- Successfully assist in closing revenue-generating business and provide reps with the tools needed to get the job done.
- Bachelor's degree in Business Administration, Marketing, or related field preferred.
- 15 years of experience in a solution-based selling role in a technical industry; experience selling colocation, managed infrastructure, or private/hybrid cloud environments strongly preferred.
- 10 years of experience in a sales leadership role.
- Demonstrated successful experience developing and maintaining a sales pipeline through referrals, client contacts, targeted accounts, and channel partners.
- Experience working with Salesforce and other CRM tools.
- Track record of exceeding assigned quota (as a rep and manager).
- Understand and articulate Lightedge's technology infrastructure and alliance positioning: colocation (owned data centers), IBM Power Cloud, VMware/Broadcom private cloud (VCF), and hybrid cloud environments.
- Excellent verbal and written communication skills.
- Able to work in a structured and fast-paced environment.
- New logo bookings / MRR growth within the commercial segment.
- Team attainment: majority of fully ramped reps at 80% of quota.
- Time-to-ramp for newly hired Account Executives.
- Pipeline coverage ratio and forecast accuracy quarter over quarter.
- Win rate on qualified commercial new-logo opportunities.
With over 20 years in business, LightEdge offers a full stack of best-in-class IT services delivering flexibility, security, and control. Our solutions include premier colocation across seven purpose-built data centers spanning Des Moines, IA, Kansas City, MO, Omaha, NE, Austin, TX, and Raleigh, NC, industry-leading private Infrastructure as a Service (IaaS) and cloud platforms, and the top global security and compliance measures. Our owned and operated facilities, integrated DR solutions, and premium compliant cloud choices make up a true Hybrid Cloud Solution Center. LightEdge annually undergoes third-party audits for ISO 20000-1, ISO 27001, HIPAA, PCI-DSS 3.2, and SSAE 18 SOC 1 Type II, SOC 2 Type II and SOC 3.