• Director, Sales APAC

    Job Location HK
    Regular Full-Time
  • Job Summary

    The Regional Director (RD) is responsible for the development and execution Aerohive Networks expansion and sales strategies to meet regional new customer, product, and goals in the APAC theater. The RD is essentially responsible for growing our business in the APAC market. This includes recruiting partners in new countries, hiring and coaching sales people and systems engineers, and consistently achieving booking goals. This role will ensure all sales opportunities are qualified, the pipeline is sufficient to achieve sales objectives, manage the sales cycle, negotiate contracts, and close business. The RD will develop executive relationships with key channel partners, technology partners and customers , and coordinate appropriate internal and external resources to generate and close business opportunities. They will assist partners as well as sales representatives in conducting negotiations on contract terms and conditions to complete all business transactions.


    What you will do...        

    • Develop strategic customer relationships; build and execute APAC theater expansion strategy
    • Consistently achieve new customer and booking goals
    • Recruit, manage, and coach partners and sales representatives
    • Ensure positive and thorough account communication between the team and other corporate resources such as Product Management, System Engineers, Support, Operations, Professional Services, Marketing and Executives
    • Accurately forecast business and develop sales pipeline as required
    • Develop strategies and processes to ensure continuous prospecting activities and pipeline development that is sufficient to support achievement of sales revenue goals Competencies (“Competencies” seems out of place here – was it supposed to be the title of the next section?)
    • Demonstrated ability to effectively coach professional sales representatives on all aspects of the sales process, including but not limited to: territory strategy and management, account penetration, sales strategy and execution and creating and leveraging C-suite relationships
    • Expound and build go to market partnerships with Juniper, NEC, and Dell
    • Disciplined use of a formalized sales methodology; e.g., The Complex Sale, Target Account Selling, Power-Base Selling, Spin Selling, etc., for opportunity planning and management
    • Excellent written and verbal communication skills, especially in the ability to present concepts and articulate business value
    • Able to make informed decisions based on data insights, past experiences and sound instincts
    • Key player on the Aerohive Sales leadership team and possess a leadership style that is confident and direct, tempered with sound reasoning and judgment
    • Build positive, productive, and effective professional working relationships with importance toward a consistent message and focus delivered to potential and current customer base
    • Strong sense of creativity and innovation, with integrity and respect for others
    • Solid understanding of industry and technology trends


    Who you are... 

    • 8+ years managing successful teams of networking enterprise-scale sales professionals and partners in Asia-Pacific
    • Strong awareness of business cultures and practice in the Asia-Pacific region, including Southeast Asia, Korea, Japan, China and India
    • Proven track record of consistently meeting and/or exceeding sales performance metrics; i.e., quotas, pipeline, forecast accuracy, etc. both as a sales representative and sales manager
    • Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels
    • High level of executive presence
    • A team player that is passionate about developing and being part of a high functioning team
    • 50% travel within the Asia-Pacific region



    BA/BS degree in relevant field or equivalent; advanced degree in International Business is a plus

    About the Company

    Aerohive (NYSE: HIVE), a Cloud Networking leader, enables our customers to simply and confidently connect to the information, applications, and insights they need to thrive. Our simple, scalable, and secure platform delivers mobility without limitations. For our customers worldwide, every access point is a starting point. Aerohive was founded in 2006 and is headquartered in Milpitas, CA. For more information, please visit www.aerohive.com, call us at 408-510-6100, follow us on Twitter @Aerohive, subscribe to our bloghttp://boundless.aerohive.com/, or become a fan on our Facebook page.


    Aerohive Networks is proud to be an Equal Opportunity Employer.


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