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Salary: USD 139,166 - 255,145 / annual
Alkira, a Lumen company, is building the future of enterprise networking with a programmable platform to connect, secure, and operate every cloud, site, partner, data center, and AI workload. Founded by the creators of Viptela and pioneers of SD-WAN, Alkira simplifies how enterprises deploy and manage network infrastructure.
The Director of Sales for the Northeast region is a frontline sales leader responsible for driving revenue performance across the assigned territory. This role manages a direct team of Account Directors, setting clear goals, coaching to execution, and holding the team accountable for pipeline, forecast, and bookings. The Director is hands-on in the field, partnering with Account Directors on strategic accounts, deal strategy, competitive positioning, and executive engagement to improve win rates and accelerate revenue.
Key responsibilities include:
- Owning regional bookings and revenue targets, consistently meeting or exceeding quota
- Translating company priorities into a clear regional plan with defined account coverage, targets, and milestones
- Leading, coaching, and developing a direct team of Account Directors responsible for named accounts
- Setting clear expectations and individual goals, holding each Account Director accountable for pipeline, forecast, and results
- Running regular one-on-ones, account plan reviews, and deal reviews to raise execution quality
- Recruiting, onboarding, and ramping top sales talent; addressing performance issues promptly
- Driving consistent pipeline creation and opportunity progression with focus on early-stage coverage
- Delivering accurate, predictable weekly and quarterly forecasts with clear visibility
- Enforcing CRM hygiene and rigorous deal inspection using consistent sales methodology
- Partnering directly with Account Directors on strategic opportunities, including deal strategy, competitive positioning, negotiation, and close plans
- Engaging senior customer and partner executives to build trusted relationships and support complex, multi-stakeholder deals
- Structuring deals that create strong customer value while protecting margin and long-term value
- Partnering with Sales Engineering, Marketing, Customer Success, Sales Operations, Sales Enablement, and Finance to drive regional results
- Working with channel, cloud, and alliance partners to extend regional reach and support co-sell motions
- Providing field feedback on market, competitive, and customer trends to sales and product leadership
Requirements:
- 8+ years of enterprise technology sales experience, including 3+ years managing a team of enterprise sellers
- Proven track record of meeting or exceeding quota as both a seller and a frontline manager in a B2B software, SaaS, or infrastructure company
- Experience selling complex, multi-stakeholder solutions into large enterprise accounts
- Demonstrated ability to coach sellers, run deal and pipeline reviews, and deliver an accurate forecast
- Strong skills in deal strategy, negotiation, and pricing with a focus on margin and long-term value
- Established relationships with senior technology and business executives in the region
- Proficiency with Salesforce or comparable CRM and a sales methodology such as MEDDPICC, Command of the Message, or Challenger
- Bachelor's degree or equivalent experience
Preferred qualifications:
- Background in networking, cloud infrastructure, network security, or SD-WAN
- Experience co-selling with hyperscalers (AWS, Microsoft Azure, Google Cloud) and channel or GSI partners
- Experience building and scaling a sales team in a high-growth or pre-IPO environment
- MBA or advanced degree
