Regional VP of Sales – Commercial Logo

• Lead a team of 6 to 8 sales professionals to meet and exceed new-logo revenue and customer acquisition targets within the Commercial segment
• Develop and implement strategic sales plans to expand Light Edge's commercial customer base and increase market share across colocation, IBM Power Cloud, and VMware private cloud/managed infrastructure solutions
• Mentor and manage the sales team to deliver best-in-class service to new commercial clients
• Manage engagement of Strategic Solutions Group SMEs, sales architect resources, and strategic partners to close deals
• Provide strategic input on market competitiveness, compensation, pricing, and customer acquisition strategies
• Establish expectations for territory management, account management, activity levels, opportunity and funnel management, and CRM compliance; hold the team accountable
• Partner with operations, product, deal desk, finance, and other internal stakeholders to prepare for new customers and ensure exceptional onboarding
• Partner with Sales Ops on lead routing and Commercial versus Enterprise segmentation in Salesforce
• Ensure adherence to Rules of Engagement for Commercial New Logo qualification and independence from Enterprise New Logo
• Maintain alignment between Commercial New Logo and Enterprise New Logo, SSG, and Channel & Alliances
• Collaborate with Channel & Alliances to maximize partner-sourced pipeline
• Develop forecasts and manage the funnel to exceed team quota and financial objectives
• Engage with the sales team through daily coaching, meetings, and field time
• Support individual professional development plans and ramp plans for new hires
• Participate in the sales process using MEDDPICC; demonstrate consultative selling, business case preparation, and time management planning
• Network within the market to build relationships and brand awareness
• Ensure deal documentation is entered, updated, and maintained in Salesforce
• Assist in closing revenue-generating business and provide representatives with needed tools
• Deliver against success measures including new-logo bookings/MRR growth, team quota attainment, new-hire ramp time, pipeline coverage, forecast accuracy, and qualified-opportunity win rate.

• 15+ years of experience in a solution-based selling role in a technical industry; experience selling colocation, managed infrastructure, or private/hybrid cloud environments strongly preferred
• 10+ years of experience in a sales leadership role
• Demonstrated successful experience developing and maintaining a sales pipeline through referrals, client contacts, targeted accounts, and channel partners
• Experience working with Salesforce and other CRM tools
• Track record of exceeding assigned quota as a rep and manager
• Understanding of Light Edge's technology infrastructure and alliance positioning: colocation, IBM Power Cloud, VMware/Broadcom private cloud (VCF), and hybrid cloud environments
• Bachelor's degree in Business Administration, Marketing, or related field preferred
• Excellent verbal and written communication skills
• Ability to work in a structured and fast-paced environment

Demonstrates extensive experience in solution-based selling and sales leadership within technical industries, particularly in colocation and cloud environments. Proven ability to develop strategic sales plans, manage sales teams, and exceed revenue targets while ensuring exceptional customer onboarding and engagement.

• Sales Leadership
• Solution-Based Selling
• Salesforce CRM Experience
• Colocation and Cloud Solutions Expertise
• Pipeline Management

• Sales Pipeline Development
• Quota Attainment
• Consultative Selling
• Business Case Preparation
• Market Competitiveness Analysis
• Forecasting
• Territory Management
• Account Management
• Opportunity Management
• Funnel Management

• Excellent Communication Skills
• Mentoring
• Coaching
• Relationship Building
• Time Management

• Colocation
• Private Cloud
• Hybrid Cloud
• Commercial Segment
• New-Logo Acquisition

• Salesforce
• CRM Tools
• IBM Power Cloud
• VMware Private Cloud
• Managed Infrastructure Solutions