Director, Sales

Responsibilities

Deliver Results

• Achieve / exceed the numerical metrics of your AOP for Revenue and Deal Wins while balancing the revenue and margin goals of the business.
• Ensure that 90% of your direct team meets their combined targets as well as all proactive selling targets while following the HSS sales playbook.
• Accurately forecast orders and growth opportunities and feed them into SIOP

Drive Rapid Vertical Growth

• Work with your LOB GM to define strategies and initiatives to attain growth through both direct and distribution channels and drive their execution with your team.
• Design & implement a selling org that meets Vertical goals with a specific focus on accelerated growth.
• Establish and matrix manage a group of sellers around the world that engage in your assigned vertical and drive growth.
• Drive growth in all regions at both strategic accounts with multiple international locations and accounts in your vertical in developing regions outside of the US.
• Expand Software & solution selling capabilities in your team.
• Help provide Voice of Customer (VOC) input for future product developments
• Partner with marketing to translate Strategic Plans (STRAP) into deployment plans
• Identify possible technology & M&A targets

Develop Strategic Accounts

• Jointly agree with your LOB GM on the list of Strategic and Key accounts to be focused on by your team.
• Personally, lead engagement at top 10 strategic / growth accounts to deliver an increase in Share of Wallet and a C-Suite level strategy.
• Work with LOB GM to develop target list of engagements where we become a solution partner by leveraging new technologies to solve customer problems that differentiate us from our competitors.
• Provide strategic coaching direction in deal development and risk assessment using financial and business acumen
• Facilitate competitive strategy planning with the team

Pipeline Creation and proactive selling

• Ensure that your team and the matrixed sellers for your vertical create sufficient deals to grow your pipeline to 4X the vertical NBO Win target.
• Have a deep understanding of SFDC as a proactive selling tool and use this to monitor, manage and drive an increased sales performance from the team.
• Drive a strong culture of proactive selling in your region with all sellers providing proactive content in SFDC
• Working jointly with the GM of your LOB, develop an MOS for you and your team to achieve the goals of the vertical.
• Ensure that this MOS drives constant engagement between the sales team and the business.
• Focus the sales team on delivering against their expectations, increase personal accountability, identify areas of risk with mitigation plans and provide input to the other functions to help deliver a better customer experience.
• Follow the HSS Sales Playbook MOS for your 1-1 coaching sessions to ensure that all sellers in your team are green on the leading Wheel metrics.

LI-Remote

The applicationperiod for the job is estimated to be 40 days from the job posting date;however, this may be shortened or extended depending on business needs and theavailability of qualified candidates.

YOU MUST HAVE

• Bachelor’s degree
• 5 years of leading or managing teams (Product Management and or Sales) experience
• Proven track record of driving sales growth in a proactive manner.
• Deep knowledge of the market space.

WE VALUE

• Extensive years of experience in sales, product, customer, strategic marketing
• Experience with Market Analysis and strategy
• International or Global experience.
• Significant experience managing and motivating teams
• Quickly identifies patterns among problems & issues
• Makes timely decisions balancing systematic analysis
• Decisive and logical at thoroughly evaluating issues
• Excellent planning, execution and project-management skills
• Crisp and persuasive communication skills
• Critical & multi-level thinking (from strategic to tactical)
4 days ago