Senior Regional Account Manager

Your Team & Role

The Sr. Regional Account Manager is responsible for driving revenue growth by acquiring new customers and strategic partners while expanding and managing existing accounts across the assigned region. This role focuses on developing and maintaining strong relationships with VARs, MSPs, and direct clients, identifying market opportunities, and executing effective sales strategies that support regional and company objectives.

In this position, the Sr. Regional Account Manager leads consistent prospecting efforts, qualifies new opportunities, and actively manages a healthy sales pipeline. The role also requires close collaboration with internal teams to deliver tailored solutions that align with customer needs and business goals.

Success in this role requires a proactive and strategic approach, strong communication and relationship-building skills, and the ability to manage the full sales cycle from initial outreach through negotiation and close.

New Accounts

• Identify, qualify, and onboard new Value-Added Resellers (VARs) and Managed Service Providers (MSPs).

• Develop and deliver professional sales proposals to prospective customers and partners.

• Conduct daily prospecting using defined opportunity identification techniques.

• Achieve quarterly quotas through direct prospecting and collaboration with the Business Development team to win new logos.

• Utilize tools such as Salesforce.com, ZoomInfo and Hubspot to prospect and manage pipeline activity.

• Collaborate with internal teams (Marketing, Alliances, Solution Architects, etc.) to support demand generation and convert leads into opportunities.

• Identify and participate in relevant industry events to build brand awareness and network with potential partners and customers.

• Identify and develop opportunities around AI and GPU infrastructure, working with customers, partners, and ecosystem providers to create new use cases and go-to-market opportunities.

• Respond to and qualify incoming web and phone inquiries regarding Zadara solutions.

• Maintain active engagement with new leads through consistent and creative follow-up communications.

• Create a strong first impression for prospects and potential partners by delivering a world-class engagement experience.

• Proactively create new business opportunities by connecting customer needs, market trends, partners, technology providers, and ecosystem players into actionable sales initiatives.

• Identify opportunities for joint solutions and go-to-market initiatives with strategic partners and technology ecosystem providers.

Existing Accounts

• Develop and maintain strong relationships with VARs, MSPs, and customers to drive sales growth and achieve revenue targets.

• Achieve quarterly quotas by expanding business within existing partners and customer accounts.

• Build and maintain strong relationships with key partners and customers, serving as their primary point of contact.

• Collaborate with VARs and MSPs to identify market opportunities, create joint business plans, and execute effective sales strategies.

• Identify opportunities to expand existing accounts through AI/GPU infrastructure and emerging AI workloads, leveraging relevant partners and ecosystem relationships.

• Manage customer contracts and ensure timely compliance with contractual obligations.

• Develop and execute strategic account plans to improve customer satisfaction, retention, and long-term growth

• Look beyond existing opportunities to identify new use cases, partnerships, technologies, and market developments that can expand Zadara's footprint within an account or territory.

• Understand customer and partner business goals and proactively identify opportunities to deliver additional value.

• Conduct regular business reviews to assess satisfaction, address concerns, and identify upsell or cross-sell opportunities.

• Maintain active engagement with existing leads and customers through ongoing communication and relationship management.

General Sales & Market Responsibilities (Applies to Both)

• Utilize Salesforce.com to manage contacts, track sales activity, and provide weekly updates to management.

• Partner with Technical and Senior Leadership mentors to strengthen sales skills and support pipeline development.

• Monitor market trends and competitor activities to identify potential threats or opportunities.

• Maintain strong knowledge of Zadara's competitive landscape, including the positioning, strengths, and weaknesses of key competitors and alternative solutions.

• Develop strategies to address competitive positioning and effectively represent Zadara in the market.

• Stay up to date with industry developments and best practices to improve overall sales effectiveness.

• Represent Zadara effectively at customer meetings, partner engagements, industry events, and conferences.

• 7+ years of corporate sales experience.

• 7 Years of IT infrastructure Sales Experience (cloud services experience and / or Reseller channel).

• Good understanding of the AI/GPU infrastructure ecosystem and market, including key technologies, trends, vendors, and customer use cases.

• Formal sales training, ideally a recognized sales methodology.

• Strong ability to prospect, qualify, develop, negotiate, and close complex opportunities

• Effectively convey challenging information to both internal teams and external clients in a professional manner.

• Extensive knowledge, experience, and certifications with Salesforce, and modern sales tools

• Strong experience in technology sales, particularly to Managed Services Providers and / or Reseller channels.

• Prior digital sales experience.

• Proven track record of surpassing your sales quota.

• Excellent written/verbal communication skills.

• Ability to multi-task, prioritize, and manage time effectively.

• Strong problem-solving skills, with a start-up mentality.

• Self-motivated, focused and positive with a “hunter” attitude.

• Comfortable working in a fast-paced and dynamic environment.

• Willingness to travel to tradeshows and clients as required.

• Existing relationships within the cloud, service provider, reseller, or technology ecosystem.

• Experience with VMware alternatives, private cloud, or infrastructure-as-a-service solutions.