Sr. Regional Sales Director-NY/NJ (Cybersecurity)

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<p>Fulcrum Technology Solutions is a premier <strong>Value-Added Reseller (VAR)</strong>, <strong>Managed Services Provider (MSP)</strong>, and <strong>Systems Integrator (SI)</strong> with deep domain expertise in <strong>cybersecurity, cloud, and IT infrastructure</strong>. We partner with top-tier technology vendors to deliver scalable, secure, and strategic outcomes for enterprise and mid-market clients. </p><p> </p><p>We are expanding into the East Region and are seeking an elite Sales Leader who can immediately generate new business from an existing network of enterprise decision-makers, accelerating Fulcrum’s market presence within the Region. </p><p>Position Summary </p><p>The <strong>Sales Leader – NY/NJ Region</strong> will serve as a <strong>market-maker and relationship architect</strong>, bringing immediate business impact through a robust network of enterprise decision-makers. This role requires a seasoned sales executive with proven leadership skills, regional knowledge, and the ability to establish Fulcrum as a strategic partner within the Region. </p><p>Key Responsibilities </p><p><strong>1. Customer Acquisition & Relationship Expansion</strong> </p><ul><li>Leverage your existing network to land strategic enterprise clients within the first 90–120 days. </li><li>Establish long-term, C-level relationships across cybersecurity, cloud, and infrastructure disciplines. </li><li>Act as a trusted advisor, designing tailored technology roadmaps and leading strategic account planning. </li><li>Expand wallet share in current accounts with cross-sell opportunities and long-term partnership strategies. </li><li>Collaborate with customers to develop and implement a multi-year strategy that achieves shared objectives and yields sustainable outcomes. </li></ul><p><strong>2. Market Growth & Brand Elevation</strong> </p><ul><li>Develop a territory plan to penetrate key verticals (financial services, legal, healthcare, tech). </li><li>Enhance Fulcrum’s visibility in the NYC Metro through targeted events, panels, and vendor partnerships. </li><li>Collaborate with OEM partners to develop joint strategies for co-selling and jointly influencing deals. </li><li>Track competitive intelligence and refine the go-to-market approach accordingly. </li><li>Launch market-facing campaign with vendor support. </li><li>Build regional reputation as a trusted security partner. </li></ul><p><strong>3. Sales Leadership & Team Development</strong> </p><p> </p><ul><li>Recruit and mentor a high-performing sales team of Account Executives. </li><li>Define clear KPIs, maintain accurate forecasting, and drive pipeline quality. </li><li>Foster a culture of trust, accountability, and high performance. </li><li>Partner with the Region’s FCTO leader to align technical pre- and post-sales. </li></ul><p> </p><p> </p><p> </p><p>Required Qualifications </p><ul><li><strong>Experience</strong> </li><li><strong>10+ years</strong> in cybersecurity, IT solutions, or technology services sales with a consistent record of exceeding multi-million-dollar quotas. </li><li>Minimum <strong>5 years of sales leadership</strong> in a VAR, MSP, or security-focused solutions company. </li><li>Proven ability to manage a book of enterprise business. </li><li>Experience managing complex enterprise sales cycles <strong>($500K+ deal sizes)</strong>. </li><li>Deep network of NYC Metro enterprise clients and industry contacts. </li><li><strong>Skills</strong> </li><li>Exceptional relationship-building and strategic account management abilities. </li><li>Skilled at creating joint account strategies with vendor partners to win competitive deals. </li><li>High-level negotiation, executive presentation, and closing skills. </li><li><strong>Education</strong> </li><li>Bachelor’s degree required, MBA or equivalent preferred. </li><li><strong>Certifications</strong> (preferred) </li><li>Vendor certifications (e.g., Palo Alto, AWS, Microsoft, Cisco, Fortinet). </li><li>CISSP, GSEC, CISM, or equivalent is a plus but not required </li></ul><p> </p><p>Performance Expectations </p><ul><li>Secure <strong>multiple large enterprise accounts</strong> within the first year through pre-existing relationships. </li><li>Deliver <strong>consistent double-digit revenue growth</strong> in the region year over year. </li><li>Establish Fulcrum as a <strong>top-tier technology advisor</strong> in the NYC Metro market. </li><li>Build a loyal, high-performing regional sales team. </li></ul><p> </p><p>Compensation & Benefits </p><ul><li>Highly competitive OTE with strong upside for overperformance, based on regional P&L. </li><li>Executive-level role with equity ownership tied to P&L contribution. </li><li>Full benefits package - medical, dental, vision, 401(k), and more. </li><li>Strategic visibility, autonomy, and direct impact on Fulcrum’s regional success.</li></ul>

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