Regional Vice President, Strategic

Docker is a remote first company with employees across Europe, APAC and the Americas that simplifies the lives of developers who are making world-changing apps.  We raised our Series C funding in March 2022 for $105M at a $2.1B valuation. We continued to see exponential revenue growth last year.  Join us for a whale of a ride!

A Regional Sales Director, Strategic, plays a critical role in any organization by leading sales efforts across Docker’s largest, most strategic Accounts. This position involves a blend of strategic planning, sales leadership, market analysis, and customer relationship management.

Responsibilities:

Strategic Planning and Execution:

• Develop and execute strategic plans to achieve sales targets and expand the company’s customer base.

• Enable and execute a strategy that aligns Docker to your customer’s Executive teams

Leadership and Team Management:

• Lead and motivate a sales team to achieve specific sales targets.

• Recruit, onboard, and train top tier Account Executives.

• Evaluate performance of the sales team and provide coaching and guidance to improve productivity.

Sales Operations:

• Manage key customer relationships and participate in closing strategic opportunities.

• Monitor and analyze performance metrics and suggest improvements.

• Prepare monthly, quarterly, and annual sales forecasts.

Market Analysis and Business Development: 

• Identify emerging markets and market shifts while being fully aware of new products and competition status.

• Develop new business with existing clients and/or identify areas of improvement to meet sales quotas.

• Collaborate with marketing and product development teams to ensure brand consistency and increase sales.

Customer Relationship Management: 

• Establish and maintain strong relationships with strategic customers and key business partners.

• Address potential problems and suggest prompt solutions.

• Participate in industry conferences and events to network and build the company’s presence.

• Responsible for leading high-level negotiations and closing significant deals, requiring an advanced understanding of complex sales cycles and contractual agreements.

Qualifications:

• Proven Sales Experience: 5+ years experience selling to large, complex F100 businesses, demonstrating a successful track record of meeting or exceeding targets, preferably in a similar industry or role.

• Leadership Skills: Ability to lead and motivate a high-performing sales team, including hiring, training, and performance evaluation.

• Strategic Thinking: Strong analytical and strategic planning skills, with the ability to develop comprehensive strategies for achieving sales targets.

• Communication and Interpersonal Skills: Excellent communication, negotiation, and interpersonal skills, with the ability to engage and build relationships with clients, partners, and team members.

• Customer-focused: A strong focus on customer service and the ability to build long-term relationships with strategic clients.

• Adaptability: Ability to adapt to changes in the market and industry trends, and to respond to the competitive landscape.

What to expect in the first 30 days:

• Understanding the Business and Technology: Initial weeks are often dedicated to understanding the company's products, services, and the specific market segment it operates within. This period is crucial for grasping the business model, sales processes, and tools.

• Building Relationships: Start forming relationships with your team, peers, and other departments. Understanding the dynamics and how your team fits into the broader company objectives is key.

• Learning from Data: Review historical sales data, market research, and customer feedback to identify trends, strengths, weaknesses, opportunities, and threats.

• Initial Strategy Development: Begin forming ideas on how to approach your regional responsibilities, including potential changes or enhancements to the sales strategy. 

• Assess your team and begin hiring: Hiring is critical to the success of Docker and it’s important you hire A+ talent, aligned to our values that will allow us to build a great culture and growth/scale our organization. 

What to expect in the first 90 days:

• Detailed Sales Strategy: By now, you should be ready to refine or develop a sales strategy that aligns with the company's goals. This strategy might include targeting new enterprise accounts, expanding into new territories, or upselling to existing customers.

• Team Structure: By now you should have settled into the Territory, Accounts and solidified which AEs will be on your team to drive revenue. 

• Team Building and Training: Focus on building a strong team culture, ensuring everyone is aligned with the strategy. This may involve training sessions to improve skills or introducing new sales methodologies.

• Market Engagement: Start engaging more actively with the market through customer visits, participation in industry events, or direct outreach to key accounts.

What to expect in the first year:

• Achieving Sales Targets: By the end of the first year, you should be hitting or exceeding your sales targets. Consistent performance review and adjustments to strategies will be key.

• Team Development: Develop your team so that they’re operating at a high level across prospecting, discovery, executing our Sales methodologies and overall Sales Excellence a

• Strategic Leadership: Establish yourself as a strategic leader within the company, contributing to broader business strategies and innovations.

• Expansion and Scaling: Look for opportunities to expand your region's presence, either by exploring new markets, launching new product lines, or optimizing sales channels.

• Review and Reflection: Conduct a comprehensive review of the year's performance, reflecting on successes, challenges, and lessons learned. Use this analysis to refine your strategy for the following year.

Throughout these phases, it's important to maintain flexibility, adaptability, and a continuous learning mindset. The role of a Regional Sales Director, especially in the enterprise sector, involves navigating complex sales cycles, managing high-value relationships, and leading a diverse team towards achieving ambitious sales targets. Success in this role requires a blend of strategic thinking, operational excellence, and leadership skills.

Perks:

• Freedom & flexibility; fit your work around your life

• Home office setup; we want you comfortable while you work

• 16 weeks of paid Parental leave

• Technology stipend equivalent to $100 net/month

• PTO plan that encourages you to take time to do the things you enjoy

• Quarterly, company-wide hackathons

• Training stipend for conferences, courses and classes

• Equity; we are a growing start-up and want all employees to have a share in the success of the company

• Docker Swag

• Medical benefits, retirement and holidays vary by country

Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be.

Due to the remote nature of this role, we are unable to provide visa sponsorship.

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