Director of Sales - Government and Military

Job Summary

Candidates should take the time to read all the elements of this job advert carefully Please make your application promptly.

The Director, Military & Government (MilGov) for the Sorenson Enterprise business is responsible for defining, developing, and driving all sales strategies, plans and initiatives for the hybrid sale of Sorenson software and services to institutions and agencies of the Federal Government as well as the Veterans community.

This leader will create commercial sales strategies for institutions throughout the country. Reporting to the President of Sorenson Enterprise, you will be responsible for coaching and leading the development and growth of Account Managers and cross-functional team members.

In this role, successful candidates will leverage their sales and sales management expertise to optimize all facets of Sorenson’s sales process and lead the team to forecast and deliver predictable revenue for the company.

This leader will accelerate the division’s hyper-growth trajectory to deliver multi-billion dollars of global revenues. You are a business leader who can build a successful public sector sales business.

The successful candidate will be a seasoned sales leader from the enterprise hardware and software industry with expertise in driving targeted growth and awareness of best-in-class technology solutions into Fortune 1000 and key institutional customers.

Experience with innovative lead development and lead generation programs, analysis and reporting, organizational planning, sales process optimization, and sales program implementation are critical for this position.

He / She must also be an outstanding leader of people; capable of managing multiple complex digital sales initiatives and remote teams with a "hands-on" player-coach style that affords a high degree of personal interaction with the process.

This leader must also have an entrepreneurial approach and urgency to match their commercial aptitude.

Essential Duties And Responsibilities

• Provide overall leadership and management of our Account Managers for software and services.
• Achieve 100% monthly, quarterly, and annual Revenue and EBITDA goals.
• Forecast revenue and EBITDA monthly / quarterly / annually -5% / +10% accuracy.
• Recruit, train, develop, motivate, and lead the Sales team in pursuit of bookings goals.
• Build a global & engaged remote sales force.
• Partner with the Organic (FCC), Technology and Product Management groups to align on sales plans, annual goals, total addressable market (TAM) definitions.
• Define outsource partner strategy to define market coverage requirements globally.
• Partner with Sorenson Enterprise Sales leaders for AMR, EMEA and AP to align digital sales motion to local region account strategies.
• Provide an accurate assessment of pipeline and opportunity management; accurately forecasting weekly / monthly / quarterly bookings.
• Partner closely with Sales, Marketing and Channel teams to develop lead generation for net new and add-on sales.
• Oversee resource planning, reporting, territories, incentives, and communications for assigned region.
• Other duties as assigned.

Supervisory Responsibility

This role will manage four to eight direct reports over the next few years.

Travel Requirements

Travel 25-50%.

Experience

10 years Senior leadership responsibilities for sales. Previous experience in direct quota carrying roles.

Education / Certification

Minimum : 4-year Bachelor’s Degree Marketing, Business, or Related Field.

Knowledge, Skills, And Abilities

• Prefer building and growing teams versus maintaining what already exists.
• Track record of success as a Sales leader exceeding revenue goal at a high growth company.
• Global experience working with enterprise reseller DMR, Distribution, SP, integrator, and VAR channels.
• Track record of goal achievements in an intense, fast-paced, rapidly changing and results oriented environment.
• Strong leadership skills and experience managing + building global organization of 50+ people.
• Proven inclusive leadership skills that deliver positive employee engagement and results.
• Collaborative approach with the ability to manage both up and down internally.
• A track record of leveraging influential leadership to drive change, growth and new business models.
• Passion for developing customer relationships and identifying + capitalizing on opportunities to cross-sell and up-sell.
• Proven track record and experience working with / managing CRM tools, lead-generation and sales cycle management processes.
• Strong analytical and business acumen with experience maintaining business plans, leading through key metrics and ROI both to deliver results and formulate strategy.
• A scrappy, hands-on approach and willingness to do what is needed to support your teams and drive the business forward with speed and flexibility.
• An innovation mindset. Be willing to always try new things, make bets, and take calculated risks.
• Experience managing culturally and geographically diverse teams, particularly in countries throughout Europe and Asia.
• Open and Trustworthy you think the best of those around you, ask questions to confirm this and avoid jumping to conclusions.

You treat others with respect.

Working Conditions And Physical Requirements

• Ability to travel.
• Office environment work such as extended sitting at a desk while operating a computer system, phone, or other office equipment.
• Some light to moderate lifting may be required.

Company Summary

Sorenson is one of the world’s leading language services providers, combining patented technology with human-centric solutions.

We strive to increase diversity, equity, inclusion, and accessibility for underrepresented people through communication solutions for all : call captioning and video relay services, over-video and in-person sign language and spoken language interpreting, translation, real-time captioning, and post-production language services.

Our company impact extends beyond the connections we support. We are supporting employment opportunities for Deaf, hard-of-hearing, and those in our under-served communities while promoting an inclusive workplace for our own employees.

Sorenson is a minority-owned company committed to expanding opportunities for underserved communities and championing a culture of belonging.

Disclaimer

This position has access to highly confidential, sensitive information relating to the employees, customers, and technologies of Sorenson Communications and CaptionCall.

It is essential that applicant possess the requisite integrity to maintain the information in strictest confidence.

Apply today! https : / / sorenson.com / company / careers /

Equal Employment Opportunity :

CaptionCall and Sorenson Communications are an EOE, Disability / Age Employer.

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