The Director of Sales for Global Accounts & Public Sector is responsible for leading the go-to-market activities for assigned solutions and product sets within our Global Accounts and Public Sector teams. This role encompasses managing all aspects of the sales process, including business development, pipeline management, territory planning, coordination with internal matrixed resources, development of sales team members, and driving continuous improvement in the overall sales and customer engagement process.

WHAT YOU’LL DO

Team Quota Attainment

• Manage the direct sales staff in collaboration with partner program and business unit leaders to consistently achieve the overall sales quota
• Effectively manage overall pipeline
• Provide accurate weekly and quarterly forecast
• Proactively manage productivity and performance of the sales team members
• Assist with strategic sales activities and coordinate with internal resources on key initiatives
• Team with Customer Success to document value for strategic customers

Departmental Leadership & Operations

• Generate and assess monthly reports for business unit meetings
• Work with General Manager(s) to create, update and review team forecast and metrics
• Identify macro-opportunities for improvement, including ICP alignment, focused use cases, time to close, win rate, and team efficiency
• Work with cross functional team members to raise the game of the sales team by improving our selling, business, communication, collaboration, and solutions skills
• Represent Sales during quarterly Deep Dive presentation including updates on sales metrics, achievement to quota and overall sales performance
• Conduct weekly sales and enablement meetings
• Help the team become more efficient by developing & implementing repeatable business processes (RFP, Discovery, Demonstrations, and Proof-of-Concepts, Audits), etc.
• Develop KPIs/metrics to track and manage team and individual performance

Team Leadership

• Develop plans to retain and attract top talent
• Provide mentorship and sales process guidance, along with domain and solution expertise
• Participate in opportunity strategy and sales activities
• Other duties as assigned

Product/Marketing

• When needed, assist in the outbound launch of new products and releases acting as a subject matter expert and content creator
• Act as a subject matter expert for product strategy, marketing and product development for targeted customer segments
• Occasionally participate in audits, tradeshows, webinars, etc.

QUALIFICATIONS

• Bachelor’s degree required
• Experience selling software/technology solutions
• 7+ years of experience with software/SaaS/managed services sales
• 3+ years’ experience managing sales team focused on large strategic customers
• Excellent written and verbal communication skills
• Strong organization and time management skills with the ability to manage competing priorities
• Demonstrated ability to problem solve and negotiate with emphasis on closing the sale

ID: 2978