Your role at DynatraceRole OverviewThe leader of Sales Development for APAC is responsible for leading and scaling the Sales Development organisation across the region’s five key markets: ANZ, ASK, China, India, and Japan. This leader will drive predictable pipeline generation, elevate SDR performance, and build a consistent, high quality- operating rhythm across all regional teams. As the senior-most SDR leader in APAC, this person will partner closely with the APAC Geo VP, regional sales and marketing leaders, and global SD leadership to ensure SDR strategy aligns with revenue goals, market differences, and cultural nuances. The role requires a strong people leader who brings operational rigor, strategic thinking, and a passion for developing future sales talent. Key ResponsibilitiesLeadership & Team Development - Lead, coach, and develop 4 SDR Managers and a team of ~20 SDRs across 5 APAC regions. - Establish a strong culture of accountability, performance, and continuous learning. - Ensure consistency in hiring, onboarding, coaching, and career development across all markets. - Build succession planning for SDRs and SDR Managers to support organisational growth. Pipeline Generation & Performance Management - Own the pipeline generation target for the APAC SDR organisation. - Define and manage KPIs across inbound, outbound, conversion rates, meeting quality, and pipeline contribution. - Partner with Regional Sales Leadership to align SDR activity with revenue priorities, capacity, and sales motions. - Work with Marketing to optimise lead management, event follow-up, persona alignment, and campaign readiness. Strategy & Regional Execution - Develop regional outbound strategies tailored to each of the 5 APAC markets. - Adapt global Sales Development programs to local market dynamics, languages, and buying behaviors. - Identify whitespace opportunities and drive targeted prospecting strategies to support growth. - Build coverage models that balance team resources across regions and sales segments. Cross-Functional Collaboration - Collaborate with the APAC Geo VP and regional sales leaders to ensure SDR alignment with GTM priorities. - Partner with RevOps/Sales Ops for forecasting accuracy, reporting consistency, and territory design. - Work with Enablement to implement regional training programs, messaging frameworks, and skill development. - Collaborate with Marketing, PMM, and Demand Gen to support events, campaigns, and regional messaging. Process, Systems & Tools - Drive operational excellence across CRM utilisation, prospecting tools, workflows, and reporting. - Maintain a rigorous management cadence—forecasting, QBRs, team reviews, and 1:1 coaching. - Recommend improvements in data, processes, and systems to maximise team efficiency and effectiveness. What will help you succeedExperience - 8–12+ years of Sales Development leadership, with at least 3+ years managing managers. - Proven success running multi-country SDR organisations in APAC. - Deep experience partnering with senior sales leadership across multiple regions. - Demonstrated track record of delivering pipeline targets in high-growth environments. Skills - Exceptional people leadership and talent development abilities. - Strong command of metrics, analytics, and pipeline mechanics. - Deep understanding of outbound strategies, inbound lead management, and SDR best practices. - Ability to influence senior stakeholders and operate at both strategic and executional levels. - Strong communication skills and comfort working across cultures, time zones, and languages. Preferred Qualifications - Experience in SaaS, cloud, or enterprise technology environments. - Familiarity with Japan and China GTM motions, including language considerations (not required to be bilingual). - Experience scaling SDR teams across both emerging and mature markets. Why you will love being a DynatracerCompensation and Rewards

Role Description This role will build and manage relationships of all customers & prospects in the region. The RVP will lead, manage and motivate multiple sales professionals to deliver the sales targets in a large specified geographic area or specific industry or product segment on a national or geographic basis. This position will cover our top customers and prospects. The RVP is responsible to set the region’s strategy and vision and puts together a plan to execute both the tactics and strategies necessary to hit both quarterly and annual sales objectives. The RVP, Sales is responsible to align objectives set by senior leadership; the company strategy and the annual business plan and has built a proven track record of success in management, as well as in selling software solutions. As a RVP, Sales, you will focus on managing Account Executives who use creative consultative sales techniques to establish long-term relationships with clients. Qualifications - Bachelor's degree, MBA or MA preferred or equivalent work experience. - 8 years of Sales Leadership experience coupled with 12 years of overall sales experience within the Software or related industry. - Previous experience in sales of software solutions. - Demonstrated Leadership experience with proven success in performance management and professional team development. - Ability to plan and manage at both the strategic and operational levels. - Established contacts and relationships with potential customers. - Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners. - Proven sales track record in a new product/new market environment. - Ability to work collaboratively with colleagues and staff to create results driven, team-oriented environment. - Experience with a specific sales methodology, sales funnel management and CRM software preferably Salesforce.com. - Exceptional interpersonal, oral and written communications skills to effectively communicate to a wide range of audiences. - Ability and proven experience interfacing with all levels of management including C level and other senior levels of management. - Exceptional team management skills and customer facing skills. - Track record of driving and developing talented sales professionals. - This position requires travel 50% of the time. - Successful completion of the background check process, including but not limited to employment, education, criminal convictions, OFAC, SS Verification and credit, where available and in accordance with federal and local regulations. Requirements - Proven ability to identify, prospect, qualify and close potential business transactions. - Motivate your AE’s to consistently meet or exceed given sales quota, as well as aid in the negotiation and close of sales deals. - Hold regular calls and assign tasks with accountability to virtual team members to hit business objectives. - Ensures overall satisfaction of customers in region. - Owns the overall pipeline and responsible for driving opportunities through our process to closure. - Motivates, focuses and leads the region to success via accountability and hitting all core metrics & expectations. - Mentor, develop, and grow staff. - Forecast accurately and timely. - Deliver quarterly and FY quota sales revenues. Focus and drive sales teams to deliver exceptional results. - Form strategic relationships with clients demonstrating influence to ensure first class relationships are established to maximize business opportunities. - Oversee the hiring, development and mentoring of sales staff, appropriate for the company's maturity & size. - Be a role model and drive the Company's culture. - Ensures the company's sales processes are clearly understood and followed to ensure success and provide the sales leadership into the rest of the organization. - Develop and drive sales strategy in chosen markets & segments and in conjunction with leadership, providing structured reporting and regular updates on all key opportunities and new market opportunities. - Work with individual salespeople to develop and execute plans to increase penetration within existing territories in respect of demand creation, cross selling and upselling. - Participate actively in sales calls and product/solutions demonstrations as appropriate and contribute to the rapid growth of sales, demonstrating outstanding sales management and closing skills to the team. - Provide weekly sales forecasts to sales leadership in an agreed format, providing detailed insight into the sales function using agreed tools such Salesforce.com. Benefits - MIN: 160,000 - MAX: 180,000 Company Description Verint Systems Inc. is an equal opportunity employer and is committed to maintaining a workplace free from discrimination, retaliation, and sexual and any other form of harassment. Verint has a zero-tolerance policy against any form of discrimination, retaliation, or harassment including sexual harassment or any other form of harassment based on race, color, religion, sex, age, national origin, genetic information, disability, veteran status, and any other classification or characteristic protected by applicable federal, state or local laws. Verint operates in accordance with all anti-discrimination laws and affords equal opportunities to employees and applicants without regard to any characteristic or protected class in our hiring, promotion and termination practices.

Position: Regional Sales Manager - non-public Job Description: Arrow ECS is a value-added IT distributor focused on delivering products and solutions from leading technology providers for enterprise-wide use in the areas of Enterprise and Midrange Computing. In Germany, Arrow ECS concentrates on the product areas of Modern Datacenter, Network & Security, Enterprise Software, as well as Cloud and Services. We support resellers in implementing customized solutions for their end customers. Our product and solution offerings are combined with continuously growing services in marketing, sales, financing, logistics, technology, and consulting. Professional, partly exclusive training and education under the brand name “Arrow ECSedu” complement our portfolio. The company currently employs around 200 people in Germany. As part of a large American corporate group, we are listed on the stock exchange and ranked 104th on the Fortune 500 list. End Customer Account Manager (m/f/d) for Citrix You will be responsible for developing, implementing, and expanding the sales strategy in the Commercial segment. Your focus will be on acquiring new customers (whitespace), reactivating former clients, and strengthening our market presence against competitors. In close collaboration with our Country Channel Teams, you will coordinate sales activities in your region and make a significant contribution to achieving our corporate goals. What will you be doing at Arrow ECS? - Independently implement the sales strategy for acquiring new customers in the commercial sector - Build and maintain strategic relationships with decision-makers at C-level and senior management - Execute EMEA-wide initiatives and programs locally - Support and develop strategic partnerships to generate new business opportunities - Manage forecasting and pipeline in coordination with country teams - Provide sales support and consulting to Regional Vice Presidents, Country Managers, and Business Unit Leaders - Collaborate with EMEA teams to ensure consistent market approaches - Work closely with country-level Business Developers to achieve targets - Design and implement targeted sales and marketing campaigns in collaboration with marketing experts - Develop Sales Plays to promote product adoption in the commercial segment What are we looking for? - At least 5 years of experience in direct or end-customer sales—ideally in cloud computing and virtualization technologies - Knowledge of Citrix products and solutions is a strong advantage - Experience in the tech sector, especially in managing customer relationships, processes, programs, and leading sales teams in the IT industry - Successful collaboration with marketing teams to optimize go-to-market strategies - Excellent communication and teamwork skills - Experience working in a matrix organization and complex structures - Fluent in German and English - Willingness to travel (approx. 50%) - Strong sense of responsibility, organizational skills, and structured working style - Ability to inspire, connect, and motivate people - Deep understanding of vendor strategies and the ability to convincingly communicate their value - Strong commercial thinking and a keen sense for business development - “Hunter” mentality with a strong focus on success in new customer acquisition What’s in It for You? - Flexible working hours - Capital-forming benefits - Subsidy for company pension plan - 30 days of vacation per year - Subsidy for corporate fitness (Wellpass) - Bike leasing - Employee discounts - Company doctor - Open corporate culture - Modern & dynamic work environment - Secure & trustworthy employment relationship - Collegial team with flat hierarchies and short communication paths - Attractive, performance-based compensation (base salary plus bonus) We offer you a responsible, exciting role in a collegial atmosphere with many opportunities for professional and personal development. We look forward to your application and to shaping the future of the Commercial segment at Citrix together with you! THE FUTURE IS YOURS. WE OFFER THE PERSPECTIVES. #LI-CW1 Location: DE-Germany - Remote Time Type: Full time Job Category: Sales

Our Mission At Palo Alto Networks®, we’re united by a shared mission—to protect our digital way of life. We thrive at the intersection of innovation and impact, solving real-world problems with cutting-edge technology and bold thinking. Here, everyone has a voice, and every idea counts. If you’re ready to do the most meaningful work of your career alongside people who are just as passionate as you are, you’re in the right place. Who We Are In order to be the cybersecurity partner of choice, we must trailblaze the path and shape the future of our industry. This is something our employees work at each day and is defined by our values: Disruption, Collaboration, Execution, Integrity, and Inclusion. We weave AI into the fabric of everything we do and use it to augment the impact every individual can have. If you are passionate about solving real-world problems and ideating beside the best and the brightest, we invite you to join us! This role is remote, but distance is no barrier to impact. Our hybrid teams collaborate across geographies to solve big problems, stay close to our customers, and grow together. You will be part of a culture that values trust, accountability, and shared success where your work truly matters. Job Summary Your Impact - Join the fastest growing team where experience meets cutting-edge solutions - Build and cultivate strong customer relationships, driving business growth within the region - Partner with the core sales team to align customer strategies and engagements with Cortex and Cloud business objectives - Take full ownership of leading strategic sales campaigns, sales forecasting, utilizing in-depth knowledge of sales cycles from initial contact through procurement - Engage in deep technical discussions beyond standard sales presentations and pitches; while translating complex technical cybersecurity solutions into clear business value propositions for customers - Collaborate closely with cross-functional teams, including sales engineers, to provide tailored customer-centric solutions - Partner with Alliances to develop joint strategies, enhance customer engagement and deliver innovative solutions for existing and prospective clients - Travel domestically as needed to meet with customers and attend key business events Qualifications Your Experience - 5+ years of field sales experience focusing on key customer accounts and delivering value to Enterprise or Major-level accounts in the cybersecurity industry. - Extensive platform selling experience in complex sales with multiple buying centers. - Experience selling SIEM, EDR, XDR, SOC and SOAR solutions is highly preferred. - Established trusted relationships with CIOs and CISOs with the ability to influence and drive strategic conversations - Expertise in applying complex solution sales methodologies to drive results. - Experience working with channel partners and a deep understanding of a channel-centric go-to-market strategy. - Demonstrated ability to thrive in a fast-paced, high-growth startup environment while collaborating effectively with sales engineers and cross-functional teams. - Experience operating in a continuous adoption, expansion, and upsell sales motion within a matrixed sales organization is preferred - Willingness to travel domestically as necessary to meet business needs. Compensation Disclosure The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be the annual range listed below. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found here. $264,000.00 - $363,000.00/yr Our Commitment We’re trailblazers that dream big, take risks, and challenge cybersecurity’s status quo. It’s simple: we can’t accomplish our mission without diverse teams innovating, together. We are committed to providing reasonable accommodations for all qualified individuals with a disability. If you require assistance or accommodation due to a disability or special need, please contact us at accommodations@paloaltonetworks.com. Palo Alto Networks is an equal opportunity employer. We celebrate diversity in our workplace, and all qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or other legally protected characteristics. All your information will be kept confidential according to EEO guidelines. Is role eligible for Immigration Sponsorship? No. Please note that we will not sponsor applicants for work visas for this position. Motor-Vehicle Requirement: This role may require travel to and from Palo Alto Networks, Inc. business meetings and events and requires reliable transportation to do so. If a hire chooses to drive in connection with company business, the hire for this role must maintain a valid driver’s license.