Descripción de oficio


Director of Sales  Santa Cruz, CA  
Descripción función

Vacante núm:


Categoría de vacante:




- Exceed monthly, quarterly, and annual sales targets
- Manage team of up to 10 Senior Account Executives
- Create and execute Field Sales Campaigns to create demand
- Prospect, build pipeline and sell the Platform to strategic clients.
- Maintain a high velocity of sales activity with a focus on qualification and closing
- Manage a full pipeline of 20+ opportunities at all times
- Implement our Sales Best Practices.
- Build out an account penetration model that encourages multi-angle access into key accounts.
- Develop an Account Plan for identified strategic accounts, then drive the execution of that plan to success.
- Align overall value messaging targeted towards the chief economic buyer in target accounts.
- Engage with C-level prospects to position strategic value proposition and quarterback the deal to closure.
- Develop and deliver world class Executive Sales proposals to C-level prospects.
- Adopt the concept of Business Value Selling within the context of the Challenger Sale model.
- Orchestrate client and internal teams to collaboratively build Joint Vision Roadmaps outlining the value that will deliver and the investments the client will need to make.
- Provide pro-active, trusted thought leadership to target accounts.

Requisitos de trabajo


- Minimum 2+ years of direct sales experience in the software industry.
- Consistent track record of achieving / exceeding sales quota.
- Strong executive presence ? very comfortable with C-level executives, especially CEOs and CFOs.
- Expertise in managing a large pipeline with ability to close consistently.
- Ability to prospect within assigned accounts.
- Organized and specific experience with strategic account planning.
- Focused on selling business value to Finance and Business stakeholders using ROI and TCO models, rather than competing on ?features & functions.?
- Ability to identify strategic client pains and develop unique and compelling value propositions that focus on delivering business value to the client.
- Equally successful at engaging with all levels in an organization (bottom up & top down).
- Assertive, Passionate, Persuasive, Positive, Consultative, loves to compete and win.
- Great at building relationships and working within a team-selling environment.
- Excellent oral and written communication skills.
- Experience with selling SaaS solutions.
- Spend management or Accounts Payable domain expertise is an advantage.


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