Assistant Vice President of Sales, Versa Networks
East
$350-420k
Salary applicable to candidates based in California, Washington, or New York City and may vary for other locations
More information about location
Secure access service edge vendor
Open for applications
Secure access service edge vendor
501-1000 employees
Open for applications
$350-420k
Salary applicable to candidates based in California, Washington, or New York City and may vary for other locations
More information about location
501-1000 employees
Company mission
To address the security and networking challenges that Enterprises and Service Providers face, and connect branch offices, home offices, and users to applications wherever they exist.
Role
Who you are
- The selected candidate will have a successful background in LAN/WAN IT Networking technologies, security and SD-WAN/SASE. Versa has an increasing portfolio of security centric technologies (NGFW/UTM/Cloud) so experience in this area is an added benefit
- Preference will be given to candidates who are familiar with selling high-value Enterprise solutions and specific experience of selling Enterprise software is a bonus
- Demonstrated track record of exceeding sales objectives leading enterprise security and networking sales teams by winning new business and driving substantial growth in Global 2000 accounts
- Proven ability to build and drive sales teams in executing land and expand sales strategies to predictably expand accounts, culminating in being chosen as an enterprise standard
- Demonstrated competence in effectively engaging and developing value based relationships with Global 2000 C-level executives
- Minimum of 10-years leadership experience, including second line management, leading strategic software, preferably Key Account SaaS, teams
- 10+ years of experience in security and networking industry with recent enterprise software subscription experience
- Excellent interpersonal skills and the ability to multitask, work cross-functionally within the organization, and thrive in a collaborative environment
- Demonstrated sales methodologies (e.g. MEDDICC, Strategic Selling etc.)
- Experience working in a fast-paced, high growth software company where change is a constant
- Excellent written & verbal communication skills required
- Excellent presentation skills required
- Ability to learn new technologies quickly required
- Ironclad integrity required
What the job involves
- Versa is looking for an experienced Area Vice President to expand our Enterprise account base. This is a hands-on role that will require extensive travel across the Area
- As well as identifying and working suitable end user opportunities, candidates will be required to drive both interest and enablement with existing channel partners as well as identifying and onboarding new partners (in conjunction with the Channels team)
- Recruit, hire and develop a high performing enterprise security and networking software sales teams, including Account Executives and Enterprise System Engineers
- Drive strategy and lead the Key Accounts team to consistently exceed quarterly and annual sales objectives
- Develop and lead the plan to significantly increase the number of Versa Networks senior executive relationships with C-level executives in Key Accounts
- Develop trust-based relationships with leaders across the business, including Product & Engineering, Marketing, Finance, Operations, Sales Engineering and Customer Success
- Develop pricing and product competences in order to play leadership role in structuring, pursuing and winning large, complex deals
- Successfully develop and execute across all disciplines of sales management, including Account/Territory/Opportunity planning, sales methodology execution, forecasting and professional development
- Be a coach to the team in the execution of a solution-based sales process encompassing multiple groups within Global 2000 accounts
- Proactively identify and address issues that inhibit growth in Key Accounts and expand Versa Networks portfolio in each account
- Proactively develop key Channel Partner relationships at the executive level to ensure continued growth and over-achievement
- Proactively plan and coach prospecting campaigns with team to ensure pipeline opportunities relative to quota are achieved for strong future revenue predictability
- Maintain a 180-day rolling forecast as well as building, managing and measuring pipeline 6-12 months out
- Lead and coach all aspects of the evaluation program or proof-of-concept with team
- Understand competition in region and general business climate
- Continually work on being self-taught as formal training in emerging technologies may not exist
- Understand and be an expert at SaaS and Cloud selling economics
Our take
The secure access service edge (SASE) is composed of a complex group of networking and cloud software tools, such as software-defined wide area networks (SD-WAN), secure web gateways (SWG), and firewall-as-a-service. SASE itself functions to better deliver cybersecurity tech, and as such, it’s big business right now. Versa Networks is capitalising on this, with its in-cloud and on-premise flexible SASE solutions.
The company faces competition from SASE rivals such as Juniper Networks (where the founders left to launch Versa Networks), and major players like Cisco and Cloudflare. However, startups are pulling in hefty funding, too: Cato Networks is a Unicorn twice over, and Netskope is valued at nearly fourfold that. On top of that, the current SASE market is set to grow from its 2021 $3 billion valuation to $6 billion by 2028.
This should come as no surprise. SASE sits at the juncture of the lucrative and high-growth sectors of cloud computing, cybersecurity, and networking, and is expected to have a sweeping addressable market as more businesses pivot onto the cloud. Versa Networks is set to hold its own against well-funded startups and acquisitive enterprises, exemplified by its "pre-IPO" fundraise of $120 million in 2022. The company has positioned itself to deepen its hold on its slice of the market.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Oct 2022
$120m
LATE VC
Jun 2021
$84m
SERIES D
Total funding: $316.3m
Company benefits
- Incentives and Bonuses
- ESOP
- Statutory Benefits: PF, ESI, Maternity Benefits, Leaves & Holidays
- VPF, NPS, Meal Vouchers, Paternity Leaves
- Health: Medical, Accidental, Term Life Insurances
- Relocation Benefits
- Flexi Working
- Reward & Recognition Policies
- Transparent Performance Management Process
- Career Progression
- Global Mobility
Company HQ
Santa Clara, CA
Leadership
Apurva Mehta
(Co-Founder & CTO)Former Director of Software and Chief Architect at Riverstone Networks, then moved into a Chief Architect and ultimately CTO role at Juniper Networks.
Kumar Mehta
(Co-Founder & CDO)Former VP of Engineering at Juniper Networks, and a Stanford School of Business graduate.
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