Regional Sales Director, West (Enterprise

Regional Sales Director

Summit is a leading provider of enterprise-class Application Hosting, Managed Services, and Cloud Solutions for regulated industries. We simplify the complex, keeping our clients' technology secure, performant, and built for what matters most. Now we're looking for a Regional Sales Director to lead that mission across the West.

Location:

Western U.S. The role is best served close to Summit's data center markets – Seattle, the Bay Area, Phoenix, Denver, and Dallas – where you'll be near the infrastructure and the accounts you're supporting.

This is a player-coach role. You'll build and lead a high-performing sales team, stay hands-on in complex enterprise deal cycles, and own the Western territory's pipeline from generation to close. You'll report to the VP of Revenue and work closely with Sales, Account Management, and Solutions Engineering to win new business and grow key accounts across the region.

We're looking for a leader with grit: someone who coaches relentlessly, holds a high bar for sales fundamentals, and knows how to spot and develop top talent. If you like building things and don't mind rolling up your sleeves, you'll fit right in.

• Lead a team of sales professionals to predictably achieve sales targets across the Western territory
• Drive a healthy pipeline by partnering with extended teams to generate more leads and move deals forward
• Provide active, hands-on guidance through complex enterprise deal cycles, from early qualification through close
• Build and maintain a network of strong sales representatives and sales leadership talent in the West
• Foster a positive, ethical, performance-driven culture focused on client success and business outcomes
• Ensure consistent activity and documentation in Salesforce (SFDC) so customer engagement is visible and actionable

• Consistent development of the team through training, coaching, and hands-on reinforcement of strong sales fundamentals
• A disciplined, consistent pipeline and deal-inspection cadence that supports stage progression, deal strategy, and next steps, consistent with the operating model of the incoming go-to-market leadership
• Clear translation of organizational goals into Western territory objectives and sales team execution plans
• Accurate forecasting, account penetration strategies, and performance reporting to leadership
• Ongoing policy and process compliance that supports a productive, professional sales environment

• Hiring, onboarding, and development plans for top sales talent across the region
• The cadence and structure of sales meetings to align expectations, progress, and priorities
• How to build high-value partnerships across Marketing, Solutions Engineering, Provisioning, Operations, Finance, and Legal
• Priorities and actions to drive new opportunity creation and sustained pipeline growth in the West

• Have 7+ years in customer-facing IT services sales/account management, including 4+ years leading sales teams
• Have proven frontline sales management experience (active guidance through complex enterprise deal cycles, a consistent pipeline and deal-inspection cadence, etc.) consistent with the operating model of the incoming go-to-market leadership
• Have established domain experience in managed infrastructure, data center, and cloud services sales
• Are located within the Western U.S., to be close to key accounts and the markets the role serves
• Know how to coach fundamentals (prospecting, qualification, territory strategy, call planning) and hold teams accountable
• Can translate business value into client-facing messaging and guide reps through strategic and financial deal thinking
• Have strong command of a sales methodology and know how to run clean pipeline management and forecasting
• Are experienced with strategic account planning, customer business reviews, and gaining internal alignment to deliver outcomes
• Regularly use win/loss analysis to improve performance and provide structured feedback to Marketing/Product
• Understand the market and value of colocation, managed services, cloud, managed network/IP transit, managed security, and adjacent solutions (DRaaS, backup, load-balancing, firewalls, SAN, etc.)
• Handle difficult conversations directly, constructively, and objectively
• Communicate clearly and confidently, especially in executive-level and business-critical moments
• Have experience with partner/alliance selling and can hold third parties accountable to deliverables

• Experience selling into regulated industries or complex compliance/security environments
• A strong, current point of view on cloud services and the competitive landscape
• Proven success building repeatable operating rhythms (QBRs, pipeline reviews, rep scorecards, territory planning)
• Experience scaling sales teams through growth periods or organizational change

How you approach the work matters just as much as what you do. At Summit, our core values show up in how we make…