AI Security Sales Regional Sales Director

AI Security Sales Regional Sales DirectorA
10 Networks is seeking a high-performing, customer-focused AI & Security Sales Specialist to drive net new revenue and accelerate adoption of A10's AI, Security and Application Security solutions. This is a quota carrying, field facing individual contributor role with direct responsibility for building pipeline, developing executive relationships, leading complex enterprise sales cycles, and closing business.

The AI & Security Sales Specialist will work closely in partnership with regional account teams, Sales Engineering, Channel partners, Marketing and Product.

The ideal candidate brings a strong track record of cybersecurity sales execution success combined with a solid understanding of how enterprises are adopting generative AI, large language models (LLMs), AI applications, and agents and the evolving security, governance, and application protection requirements that come with them.  
** What You Will Drive
*** Own a regional revenue target for A10 Software, AI & Security, and Application Security solutions, with primary accountability for net-new pipeline creation, opportunity progression, and closed revenue
* Develop and execute region-specific go-to-market (GTM) strategies focused on new customer acquisition and pipeline generation for A10’s AI & Security solutions
* Proactively prospect into strategic accounts and create new opportunities with CISOs, CIOs, security leaders, application and infrastructure teams, AI/ML leaders, data science teams, and other technical and business stakeholders
* Build and manage a healthy pipeline of qualified opportunities with sufficient coverage to consistently achieve revenue targets
* Lead complex, consultative enterprise sales cycles from initial engagement through negotiation and close, coordinating internal and external stakeholders to drive customer decisions
* Develop compelling business cases that connect AI and application-security risks to measurable customer outcomes, including risk reduction, secure AI adoption, governance, operational resilience, and protection of business-critical applications
* Collaborate with  Sales Engineering,  Product, Marketing, Channel and other GTM teams to develop and execute customer-specific strategies and Sales Plays
* Partner closely with regional account teams to identify whitespace, develop account strategies, and execute strategic AI & Security Sales Plays which maintain clear ownership of the specialist opportunity and sales outcome
* Build trusted relationships with strategic customers and partners and industry influencers; lead consultative sales cycles from engagement to close
* Articulate the value proposition of A10 Networks’ AI & security offerings and use cases
* Evangelize A10’s AI & Security capabilities through customer briefings, industry events, executive briefings, partner engagements and thought-leadership opportunities
* Provide accurate forecasting and communicate pipeline health, competitive intelligence, customer needs, and market trends to sales and leadership teams
* Build strong partnerships with the regional sales team  
** What Success Looks Like
*** Consistent attainment or over achievement of assigned quota
* Strong self-generated pipeline with sufficient coverage to support and exceed revenue targets
* Growth in net new logos and expansion of A10's AI & Security
* Expansion of A10’s Security footprint within strategic accounts
* Successful execution of strategic AI & Security sales plays across the region
* Strong executive-level customer relationships and trusted-advisor status within target accounts
* Strong collaboration with regional sales, sales engineering, channel, and marketing teams without losing clear ownership of the sales outcome
*…