• Grow the anchoring and fastening business with commercial and industrial distribution accounts and targeted professional trades. • Determine the best products to support contractor needs and provide tailored solutions. • Implement and deliver training for internal and external customers. • Focus on jobsites using Dodge leads and the submittal process, providing feedback to product and channel teams. • Prospect for new business and develop existing accounts through customer consultations. • Achieve sales targets while maintaining ROI and budget requirements. • Drive engagement with professional trades through sales calls, meetings, and engineering team collaboration. • Develop and promote fastening industry sales and marketing strategies. • Establish and develop key distributor relationships, including contractor calls and trainings. • Coordinate and participate in major trade shows with key distribution accounts.

• Recruit, develop and lead a team of 5-7 Enterprise Sales Reps across a specific geography • Building a sales team and the future sales leaders of Cribl • Develop a business plan to overachieve sales goals • Manage and maintain sales ecosystem from generating leads through closing • You will be part of a proven leadership team and play a key role in developing the GTM. Reporting to the VP of Sales • We are a remote-first company and work happens across many time-zones – you may be required to occasionally perform duties outside your standard working hours

• Recruit, hire and develop world-class sales talent, build development plans for each sales rep, and coach and motivate sales team to overachieve on targets • Understand and solve customer pain points through Zscaler's unique value proposition • Be the GM of your business and create a plan for success, and accurately forecast business monthly/quarterly/yearly • Act as the executive sponsor for key partners to create joint plans, generate pipeline and drive opportunities to closure

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As part of our North Americas sales team, the west-coast Regional Sales Manager - Enterprise Solutions Group (RSM ESG) will be responsible for identifying and closing business opportunities for assigned territory and accounts in their assigned Region, and fully executing against revenue targets. Our most successful sales people are able to position Quantum’s differentiators using a solutions-based approach that leverages our hardware, software and services products to solve customer business problems and needs. In addition to quickly establishing strong customer relationships and understanding our customer’s business, we expect the RSM will also build effective relationships internally with engineering, service, marketing, operations, etc. so our customer’s expectations are routinely exceeded. Job Duties - Actively pursue net-new business opportunities with aggressive prospecting into existing accounts and new business prospects; working closely with the Pre-Sales Engineers, Sales Management and Inside Sales Representative to ensure geography based objectives are being met. - Build strong relationships with existing and new Quantum Channel Partners and Technology Partners to help identify and close business. - The ability to speak with customers and partners at both a business-level and technical-level. - Understanding of AI/ML fundamentals and use cases for on-prem storage, from high performance NVMe flash to long-term archive. - With your extended team, prepare and present customer business reviews, workshops and other customer satisfaction sessions with your strategic customers. - Working knowledge of Block, File and Object Storage, as well as Data Archive. - Utilize consultative, solution based selling techniques to identify opportunities for Quantum’s portfolio including Enterprise NAS, object storage, backup appliances, LTO archives, as well as archive management software. - Deal management skills and attention to detail, in order to accurately forecast deals through SalesForce.com and participate in weekly funnel calls with management. - Manage all RFI, RFQ, and RFP processes. - Represent both the voice of the customer to Quantum and the voice of Quantum to the customer as required to resolve issues and attain revenue goals. - Act as a customer advocate to assist with escalating customer concerns and supply chain/technical issues until resolved. - Participate as required in business improvement initiatives. Qualifications - Consistent track record of exceeding quota and managing long-term business with large enterprise customers. - A minimum of 8 years of enterprise sales experience directly with end users, in the data storage, software or technology industry, is required. - A minimum of 5 years’ experience working in the data storage industry focused on selling storage solutions for high performance primary storage and nearline/archive use cases. - Consultative or solutions selling experience is a must. - Exceptional organization skills and time management techniques, with consistent attention to detail and follow-up. - Must have a dedicated home office space to conduct video-based meetings and expect to be on road/travel 25-50% every week. - Ability to motivate and inspire others. - Exemplary interpersonal and verbal communication skills, as well as presentation skills. - Individual must exhibit a positive, "can-do" attitude with excellent customer service skills. - Strong problem solving abilities. - A high degree of honesty, integrity and sound judgment. - Bachelor’s degree is preferred. Benefits - Diverse portfolio of health plans for medical and prescription, dental, vision, life, disability, and supplemental medical insurance options. - Support for team members’ efforts to develop and maintain a healthy lifestyle through reimbursement and educational programs. - Company-matched 401(k) plan to help employees save for retirement in a tax-advantaged way. - Employee Stock Purchase Program for purchasing Quantum stock at a discounted rate. - Anticipated Total Compensation Range: $160,000 to $300,000 for qualified applicants. - The above pay range represents Quantum's good faith and reasonable estimate of possible compensation at the time of posting. Pay within the range will be based on a variety of factors, including but not limited to, relevant experience, knowledge/education, skills/abilities, internal equity, and budgetary considerations.