Director, Enterprise Sales

Director, Enterprise Sales

The Director, Enterprise Sales will be accountable for leading a team of highly effective sales professionals, managing day to day activities that lead to results, coaching each team member to a defined sales process, and reinforcing the established sales culture. The Director, Enterprise Sales will be responsible for managing the planning, organizing, controlling, attracting, and developing assigned team. The successful individual will provide leadership, direction, and motivation to the team of sales representatives selling data center warranty and related services. This position will lead and enable a group of professionals to reach sales goals by developing tactical plans, applying effective strategies, providing necessary resources, and tracking progress.

Responsibilities:

• Responsible for the sales of server and storage maintenance agreements.
• Directly responsible for driving revenue and advancing the Company’s business interests.
• Actively develops comprehensive sales plans; manages territory business plans to meet revenue goals and quotas.
• Builds targeted business plan / strategy for allocating resources and driving sales activities.
• Assists in planning sales strategy, managing the internal processes in support of sales reps.
• Builds, monitors, and orchestrates sales pipeline to ensure continuous population of near to long term opportunities; manages the size, shape, and quality of pipeline; analyzes overall win rates and win/loss ratios.
• Demonstrates technical selling skills and offering knowledge to effectively prospect, qualify, develop, and close new business.
• Complete understanding of competitive landscape, pricing, and proposal models.
• Demonstrates the ability to carry on a business conversation with business influencers and decision makers.
• Maximizes all opportunities in the process of closing a sale resulting in the taking of market share from competitors.
• Sells consultatively and makes recommendations to prospects and clients of the various solutions the company offers to their business issues.
• Develops a database of qualified leads in CRM through referrals, telephone canvassing, cold calling on prospects, direct mail, email, and networking.
• Assists in the implementation of company marketing plans in territory as needed.
• Responsible for sourcing and developing client relationships and referrals.
• Demonstrates the ability to gather and submit detailed qualifying information for pricing and presentation of solutions to identified prospects.
• Maintains accurate records of all sales and prospecting activities including sales calls, presentations, closed sales, and follow-up activities within their assigned territory, including the use of CRM and Microsoft Outlook to maintain accurate records to maximize territory potential.
• Adheres to all company policies, procedures, and business ethics codes.
• Actively participates in and contributes to training and educational programs offered to company employees.
• Routinely assesses time management effectiveness and addresses opportunities to operate more efficiently and effectively.
• Act as senior sales and mentor (Player & Coach) to their assigned team members
• Responsible for reviewing team metrics and reporting
• Channel-friendly person
• Coordinate channel strategy at the team level
• Sets expectations and ensures direct reports follow through
• Maintains regular contact with all clients in the market area to ensure high levels of client satisfaction and retention.
• Demonstrates ability to interact and cooperate with all company employees.
• Builds trust, values others, communicates effectively, drives execution, fosters innovation, focuses on the customer, collaborates with others, solves problems creatively, and demonstrates high integrity.
• Maintains professional internal and external relationships that meet company core values.
• Proactively establishes and maintains effective working team relationships with all support departments.
• All other management duties as assigned.
• Other duties as assigned.

Basic Qualifications:

• 10+ years of inside sales experience, required.
• 5+ years’ technical sales management experience required.
• Work results that include success in achieving progressively high quota or other sales related goals.
• Demonstrated track record of customer acquisition and retention.
• Proven ability to prospect, qualify, negotiate, manage and close deals.
• Leadership experience with a documented record of achievement.
• Proven experience motivating self and others.

Preferred Qualifications:

• Sales Team Lead Experience, preferred

Education:

• Bachelor’s degree required.

Travel:

• 25%