Sales Director (B2B solution selling)
As the Sales Director you will lead the sales team in accelerating company's growth by running an existing client base and developing new accounts. Sales Director is responsible for a small team (approx. 5 people) as well as revenue and bookings within region. Candidates should posses an experience in a B2B solution selling to large enterprises and have a team management experience.
Client Details
Our Client is one of the fastest growing solution provider company in the World. Our Client works in areas of software development, software and network architecture, network operations and complex cloud and application solutions.
Description
Responsibilities
Territory Planning
- Develops and executes regionally against a comprehensive account/territory plan using internal resources (Sales, Operations, Marketing, etc.)
- Holds team accountable to drive territory plans and account plans for key prospects and customers
- Partners with regional Sales Ops in annual quota setting process to set territory goals
- Optimizes resources within team
Forecasting & Pipeline Management
- Achieves and exceeds assigned sales targets
- Provides accurate forecasts on regular cadence
- Ensures operational discipline of team to meet forecast, following the principles of forecasting
- Sets expectation and regular cadence for pipeline reviews; reporting pipeline status to senior leadership
Build Customer Relationships
- Plans, builds, and maintains long-term relationships with key accounts
- Provides mentorship on conducting quarterly customer business reviews and executive briefing with key customers
- Facilitates key customer relationships to ensure timely resolution of raised customer issues
Leverage Internal & External Partners
- Implements strategy and communication plan with external partners at (Reseller, Platform, etc.)
- Drives a coordinated sales approach with the extended sales team (Sales Engineers, Solutions Architect, Customer Care, SSA, Commercial Solutions, Sales Operations, etc.)
- Implements and monitors demand generation programs and campaigns in partnership with Marketing
Solution Selling
- Ensures implementation and adoption of solution selling skills (Value based Selling) in daily routines of team
- Approves solutions and value proposition being laid out for opportunities
- May have vertical expertise and advise/coach team
People Management & Coaching
- Provides leadership and direction to a team of individual contributors for defining and executing on their territory plans
- Coaches to improve ongoing skills development and selling behaviors
- Build spirit of teamwork, evangelism, and engagement with sales teams
- Drives accountability for the performance and results
- Leads team through changes
- Owns and leads all escalations to senior leadership for critical matters
- Ensures team adoption of substantial tools available for more efficient business management
- Responsible for all hiring decisions and activities, compensation, quarterly conversations, performance counseling, coaching and career development
Profile
- An extensive enterprise sales experience (solution services selling such as: SAAS, Cloud, Data Centers etc)
- Previous background in software, IOT, system integrator, network service providers would be an advantage
- Experience leading field sales teams (not inside sales)
- Used to working in organizations with field and channel sales models
- Previous working experience in an international matrix organization
- People management experience
Job Offer
- A competitive salary with very attractive bonus scheme
- Necessary working tools
- Private medical care in LuxMed in VIP option
- MultiSport Card
- Company stocks purchase with a discount
Location: Warsaw
Contract type: Na czas nieokreślony
About Michael Page
Michael Page is a leading professional recruitment consultancy specialising in the recruitment of permanent, contract and temporary positions on behalf of the world's top employers.
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