Principal Enterprise Account Director, Ivanti
Mid-Atlantic + Mid-South
IT service and asset management software
Open for applications
IT service and asset management software
1001+ employees
Open for applications
1001+ employees
Company mission
To be a global technology leader enabling organisations to thrive in the Everywhere Workplace.
Role
Who you are
- 7+ years of experience in enterprise sales with a proven ability to meet and exceed sales targets
- Strong understanding of the IT landscape and ability to identify and articulate business drivers
- Proficiency in developing and executing sales strategies and marketing plans to drive revenue growth
- Proven track record in managing multiple sales cycles simultaneously and optimizing customer relationships
- Effective communication and presentation skills, particularly at the executive and CxO level
- Sales process and methodology expertise with a focus on repeatable and predictable outcomes
- Bachelor's degree in Business or a related field, or equivalent technical sales experience
- Passionate about continuous learning, technical knowledge of IT solutions, and sales methodologies
What the job involves
- The Principal Enterprise Account Director for the Mid-Atlantic+Mid-South at Ivanti is a key leadership role focused on driving revenue growth and establishing trusted relationships with enterprise customers
- This position offers the opportunity to shape sales strategies, collaborate with marketing, and engage directly with C-level executives
- By joining Ivanti, top candidates will be part of a global technology leader committed to empowering employees and customers amid the evolving work landscape
- The company fosters a culture of inclusivity and professional growth, providing an environment where innovative minds thrive, making it an exciting place to advance your career
- The North American Sales organization at Ivanti are building teams that understand the increasing complexity and sophisticated threats our enterprise customers face daily
- Our mission is to adapt and anticipate the disparate needs of the modern workforce to automate the tasks that discover, manage, secure, and service all IT assets
- Develop and implement strategic sales and marketing plans to drive revenue growth in the Mid-Atlantic+Mid-South Region
- Execute a channel strategy by partnering with defined collaborators for effective pipeline generation
- Act as a trusted advisor, understanding client IT initiatives to tailor Ivanti solutions for their needs
- Manage the full sales cycle including prospect qualification and the development of new revenue opportunities
- Lead executive-level discussions and positioning meetings to establish and nurture client relationships
- Ensure ongoing account management to maintain high customer satisfaction and identify opportunities for additional revenue
- Demonstrate leadership by mentoring team members and fostering an inclusive culture focused on collaboration and success
- Track and report on sales performance metrics, ensuring alignment with strategic business goals
- First 90 Days
- Onboard and complete training on Ivanti products, culture, and sales methodologies
- Build relationships with key stakeholders, including the marketing team and channel partners
- Conduct a territory analysis to identify potential clients and prioritize opportunities
- Develop a personalized sales strategy and plan tailored to the NE region
- Engage with existing clients to understand their needs and establish trust as a strategic advisor
- Begin prospecting in the Carolinas, Georgia, Baltimore, D.C., and Virginia
- Schedule and conduct introductory meetings with key decision-makers within target accounts
- First 6 Months
- Close initial sales and establish a pipeline of opportunities worth at least 600k
- Refine and adjust sales strategy based on feedback and results from the first 90 days
- Establish a rhythm of weekly or bi-weekly meetings with partners to align on sales goals and opportunities
- Develop a deep understanding of customer IT initiatives and identify areas where Ivanti solutions can add value
- Engage in ongoing account management and ensure high customer satisfaction to foster long-term relationships
- Contribute to marketing initiatives by providing insights into regional needs and demands
- First 12 Months
- Achieve or exceed the annual sales quota of 1.2 million
- Establish a strong network within the industry and participate in relevant events and forums
- Utilize feedback from clients to continuously improve sales tactics and customer interactions
- Create case studies and success stories from gained customers to assist in future sales efforts
- Mentor newer team members or collaborate on best practices to enhance team performance
- Review and analyze year-end sales performance, adjusting strategy for continued growth moving forward
Our take
Ivanti, a well-established leader in IT and asset management solutions, has evolved significantly since its founding as LAN Systems in 1985. After merging with HEAT Software in 2017 to become Ivanti, the company continued to grow by acquiring smaller firms and expanding its reach and product offering.
Today, Ivanti is known for its flagship product, the Ivanti Neurons IT Platform, which uses machine learning to proactively detect and resolve IT issues. In addition, the company provides a range of cybersecurity solutions, including VPNs and real-time security surveillance, to help businesses safeguard their networks.
Despite facing challenges, including a data breach involving its subsidiary companies MobileIron and Pulse Secure, Ivanti has taken proactive steps to enhance security. In response to vulnerabilities that allowed hackers to exploit VPN systems, Ivanti has strengthened its security with zero trust models and Unified Endpoint Management tools to better protect its customers.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (2 rounds)
Jan 2005
$35m
SERIES B
Jan 2000
$5.6m
SERIES A
Total funding: $40.6m
Company HQ
South Jordan, UT
Leadership
Jeff Abbott
(CEO)Initially joined Ivanti as the President in 2020 before becoming the CEO in 2021. Prior to this, they were the Executive Vice President at Infor for 11 years.
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