SUMMARY
The Regional Sales Manager I is responsible for driving new customer acquisition and executing the sales strategy within emerging accounts or Tier-2/Tier-3 segment small and mid-sized business (SMB) customers. The role focuses on pipeline building, hunting, and achieving defined quarterly revenue targets, while receiving active support and guidance from senior leadership. The Regional Sales Manager I collaborates with internal teams, engages with technical and business stakeholders, and contributes to enterprise sales growth while developing expertise in industrial processes and cybersecurity solutions.
ROLES & RESPONSIBILITIES
- Manages emerging accounts or mid-sized territories with defined targets
- Defines and executes the sales strategy for designated accounts and drives growth in Industrial Cyber Security initiatives
- Achieves quarterly sales targets and manages monthly goals with high forecast accuracy
- Delivers year-over-year growth in revenue and margin to meet both annual and long-term enterprise sales goals
- Manages a defined territory and is accountable for achieving overall revenue targets
- Leads enterprise sales and business development efforts to expand the customer base
- Manages account relationships and provides consulting support to customers and partners
- Develops and implements strategies for direct and indirect sales, channel services, revenue forecasting, budgeting, and process optimization
- Mentors and guides junior Regional Sales Managers (RSMs) and other individual contributors to enhance team capability and performance
- Oversees short-term projects to support business priorities and ensure timely delivery
- Coordinates cross-functional efforts and collaborates with internal teams to achieve project outcomes
- Identifies and capitalizes on cross-selling and up-selling opportunities with existing customers
- Develops and implements effective pricing models, including perpetual, subscription, term, and flat-fee structures
- Builds strong working relationships with internal and external stakeholders to support business success
- Presents strategic recommendations and budget forecasts to leadership to support business planning
- Monitors customer, market, and competitor activity and provides insights to company leadership
- Fosters strong client relationships and provides ongoing support to ensure satisfaction and retention
- Identifies new product and service opportunities to generate additional revenue streams
- Builds and maintains relationships with vendor partners to enhance service delivery
- Collaborates effectively across cultures and leverages partnerships with channels and system integrators
- May perform other duties as assigned by management
SKILLS AND KNOWLEDGE
- Exceptional interpersonal, verbal, written communication, and presentation skills
- Strong business acumen with deep understanding of customer industrial processes, cybersecurity, and networking needs
- Ability to engage effectively at both executive and technical levels, internally and externally
- Proven success in complex consultative selling environments
- Familiarity with proposal development, pricing structures, and contract fundamentals in a consultative sales environment
- Demonstrated experience in cybersecurity or technology services, including Incident Response (IR), Security Operations Center (SOC), and Managed Detection and Response (MDR)
- Expertise in regional market dynamics and large account management
- Ability to build and maintain high-impact relationships with OEMs, alliances, and channel partners
- Strong executive presence with strategic planning, influencing, and stakeholder engagement skills
- Proficiency in pipeline management, forecasting, and CRM tools (e.g., Salesforce)
- Ability to work independently in a high-growth, fast-paced, and geographically distributed environment
JOB REQUIREMENTS
- Bachelor's or Master's Degree
- 5 – 8 years of business-to-business (B2B) sales experience (preferably IT or cybersecurity)
- Prior experience in selling to small and medium-sized businesses (SMBs) or Tier-2/Tier-3 markets preferred
DISCLAIMER
The above statements are intended to describe the general nature and level of work being performed. They are not intended to be an exhaustive list of all responsibilities, duties and skills required personnel so classified.
WORK ENVIRONMENT
While performing the responsibilities of this position, the work environment characteristics listed below are representative of the environment the employee will encounter: Usual office working conditions. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of this job.
TERMS OF EMPLOYMENT
Salary and benefits shall be paid consistent with Arete salary and benefit policy.
DECLARATION
The Arete Incident Response Human Resources Department retains the sole right and discretion to make changes to this job description.
EQUAL EMPLOYMENT OPPORTUNITY
We’re proud to be an equal opportunity employer and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.
Arete Incident Response is an outstanding (and growing) company with a very dedicated, fun team. We offer competitive salaries, fully paid benefits including Medical/Dental, Life/Disability Insurance, 401(k) and the opportunity to work with some of the latest and greatest in the fast-growing cyber security industry.
When you join Arete…
You’ll be doing work that matters alongside other talented people, transforming the way people, businesses, and things connect with each other. Of course, we will offer you great pay and benefits, but we’re about more than that. Arete is a place where you can craft your own path to greatness. Whether you think in code, words, pictures or numbers, find your future at Arete, where experience matters.
Equal Employment Opportunity
We’re proud to be an equal opportunity employer- and celebrate our employees’ differences, regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, or Veteran status. Different makes us better.
