Regional Sales Manager coaching sales representatives and managing accounts for equipment rental company. Driving revenue and implementing training programs across the team with a focus on safety.
About the role
- Build the enablement function for technical sales and lead SKO at Wowza Media Systems, a video streaming software leader. Collaborate with executives to define methodologies and drive measurable impact.
Responsibilities
- Build the function (0→1): Operating cadence, curriculum, content standards, certification framework, and reporting.
- SKO leadership (~90 days): Partner with the VP of Marketing and VP of Sales Operations to determine the agenda, live practice, certifications, and post-SKO reinforcement that sticks.
- Methodology & certification: Choose/adapt MEDDICC/Command/Challenger (or your hybrid). Define the skills that predict performance and how we assess readiness.
- Technical storytelling & content: Use-case plays, demo flows, proof kits, ROI/TCO tools; keep it lightweight, current, and mapped to stages.
- Field coaching loop: Weekly Gong reviews, clinics on discovery/objection handling, and a tight feedback pipe into Product/PMM.
- Strategic deal support (selective): Model best practice on complex pursuits, then codify it.
- Measurement: Tie programs to pipeline velocity, win rate, deal size, ramp time; retire what doesn’t move numbers.
Requirements
- 10+ years in sales enablement
- Backgrounds in solutions/product marketing & enablement for B2B infrastructure/SaaS selling to developers/IT/security preferred
- Proven 0→1 builder (ideally at ~$40–100M+ ARR or similar complexity) with SKO ownership and measurable lift.
- Methodology depth with judgment to tailor (MEDDICC/Command/Challenger or equivalent).
- Technical fluency in streaming/media, networking, security, or adjacent infra; credible coaching at depth.
- Enablement tools you’ve shipped: ROI/TCO models, scoping guides, proof kits, demo scripts, competitive POVs.
- Coaching DNA & operating cadence: Direct, specific, outcome-oriented; you set a drumbeat and hold teams to it.
Benefits
- Competitive base salary: $130,000 – $155,000
- Bonus Eligible
- Generous Paid Time Off
- Medical, Dental, and Vision insurance (effective Day 1)
- 401(k) with strong company match
- Dependent Care FSA
- Employer-paid Life Insurance and AD&D
- Voluntary Life Insurance (Employee/Spouse/Child)
- Paid Parental Leave
- Short-Term and Long-Term Disability
- Training & Development opportunities
- Employee Assistance Program (EAP)
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