Regional Sales Director (Sydney based)

📋 Description

• • As the Regional Sales Director for the ANZ region, you will be the driving force behind our commercial and enterprise sales success, based out of Sydney. This is a critical leadership role where you will be responsible for the day-to-day leadership, performance management, and continuous development of a high-caliber team of Account Managers. Your primary mission will be to empower your team to identify prospective clients, deeply understand their unique challenges, and compellingly articulate how Delinea's cutting-edge identity security solutions can revolutionize and simplify their IT security posture.
• • You will operate as a true "player-coach," actively engaging with clients directly and collaborating closely with our valued channel partners to close deals. Your expertise will be instrumental in getting our award-winning solutions into the hands of new and existing customers. This role demands a leader who is not only passionate about achieving sales targets but also possesses a proven ability to mentor, guide, and inspire a team to reach its full potential. You will be accountable for building and nurturing a high-performing sales organization through consistent, visible leadership, exceptional communication skills, and a hands-on approach to coaching, mentoring, and performance management.
• • Your responsibilities extend beyond just revenue generation. You will be the guardian of sales execution quality, forecasting accuracy, pipeline health, talent development, and overall team engagement. Reporting directly to the VP of Field Sales, you will be a key contributor to Delinea's strategic growth in the ANZ market.
• • Sales Execution & Operational Excellence:
• • Own the accuracy of regional forecasts, the health of the sales pipeline, and the quality of deals, ensuring rigorous adherence to CRM best practices and the effective utilization of sales tools.
• • Develop and implement a comprehensive regional Territory Plan that aligns with and supports overarching ANZ objectives, establishing clear sales objectives and cadences.
• • Provide strategic support and influence on complex, high-value deals, while ensuring that Account Managers maintain ownership and accountability throughout the sales process.
• • Champion and drive the consistent execution of Delinea's established sales methodology and qualification standards across the entire team.
• • Foster strong, collaborative partnerships with Marketing, Sales Development, Channel teams, Professional Services, and Operations to enhance regional sales effectiveness and efficiency.
• • Consistently achieve and exceed regional sales objectives and targets through strategic planning and diligent execution.
• • Cultivate and expand our customer base by building and maintaining strong, trusted relationships with key clients and proactively identifying new business opportunities.
• • Actively support and contribute to closing deals alongside Account Executives, leveraging your expertise to overcome obstacles and accelerate sales cycles.
• • Maintain a sharp focus on opportunity creation through proactive partner engagement and a robust deal registration push, ensuring a steady flow of qualified leads.
• • Achieve regional sales operational objectives by contributing critical regional sales insights and recommendations to strategic plans and reviews, developing and executing actionable plans, and implementing production, productivity, quality, and customer-service standards.
• • Embrace a culture of continuous learning, staying abreast of industry changes, emerging trends, and deepening your expertise in the dynamic field of Cybersecurity.
• • Sales Leadership & Team Management:
• • Provide active, day-to-day leadership to Commercial and Enterprise Account Managers, conducting regular one-on-one meetings, in-depth pipeline reviews, forecast calls, and detailed deal inspections.
• • Establish clear, measurable performance expectations and hold team members accountable through structured goal setting, consistent, constructive feedback, and documented performance management processes.
• • Lead by example as a true player-coach, adeptly balancing direct deal support with consistent, effective people leadership and oversight.
• • Foster a strong, inclusive team culture built on the foundational pillars of trust, transparency, accountability, and a commitment to continuous improvement.
• • Coaching, Mentoring & Capability Development:
• • Actively coach and mentor Account Managers across all facets of the sales cycle, including prospecting, discovery, qualification, deal strategy development, negotiation tactics, and closing techniques.
• • Proactively identify individual skill gaps and implement targeted coaching plans, training initiatives, and on-the-job development opportunities to enhance capabilities.
• • Deliver timely, constructive feedback that directly translates into measurable performance improvements for each team member.
• • Develop internal succession capability by identifying and nurturing high-potential talent within the team, preparing them for future leadership opportunities.
• • Communication & Stakeholder Leadership:
• • Communicate with exceptional clarity, consistency, and effectiveness to the sales team, peers, and senior leadership.
• • Translate overarching company strategy and priorities into clear, actionable regional objectives and well-defined plans.
• • Lead regional sales cadence calls, Quarterly Business Reviews (QBRs), and performance forums with a structured, purposeful, and engaging approach.
• • Represent the region professionally and effectively with customers, partners, and internal stakeholders, demonstrating strong executive presence and a deep understanding of Delinea's value proposition.
• • Talent & Performance Management:
• • Execute a robust recruitment and onboarding process for new hires, ensuring clear expectations are set from day one and facilitating rapid ramp-up.
• • Address underperformance promptly, professionally, and empathetically, including navigating difficult conversations when necessary.
• • Conduct regular performance reviews and provide critical input for compensation and talent decisions, ensuring alignment with company policies and objectives.
• • Ensure strict compliance with all internal policies, processes, and ethical standards governing sales operations and employee conduct.