Sales Director

Role Overview

• Meet and exceed both quarterly and annual bookings goals.
• Create and develop pipeline of qualified opportunities to capture new logos and expand the platform within current customers.
• Accurately (90% or better) forecast monthly, quarterly and annual close rates.
• Achieve 95% or better support renewal rate for existing customers.
• Maintain up-to-date information (activities, next steps, support cases, technical blockers, etc.) on active pipeline opportunities within Salesforce.com.
• Create account-specific strategy and plans for Top 10 Expansion opportunities.
• Build and maintain trusted relationships with associates and customers.
• Coordinate and collaborate with the Sales Engineering (pre-sales) and Professional Services (post-sales) organizations to ensure the availability of technical resources to meet customer and sales requirements.
• Develop deep understanding of RedSeal Platform capabilities in order to present to multiple persona (technical user through executive) within current and prospect customers.
• Understand and effectively navigate complex procurement processes by building executive relationships with key purchasers and influencers.
• Develop business strategies and solutions for complex and multi-faceted customer problems.
• Coordinate with appropriate RedSeal groups to generate and deliver winning proposals, RFI/RFP responses and Statements of Work.
• Maintain, track and report standardized sales metrics to leadership on a regular basis.
• Provide periodic reports, as required, to management on key opportunities, new business, business at risk, market trends and the competitive landscape, including pricing and feature sets.
• Provide customer feedback to other RedSeal teams regarding product, market development and other sales opportunities.
• Influence and negotiate with peers, partners and customers using a Win/Win philosophy.
• Identify and attend industry forums, tradeshows and events, as required.

Requirements

• 10+ years’ experience selling enterprise software in the cloud, network and/or security industry
• Bachelor’s degree or equivalent experience
• Experience using consultative solution-selling methodology with complex, enterprise customers
• Successful track record of sales to specific verticals: Finance, Healthcare, Retail, Energy, High Tech preferred
• Ability to develop multi-year sales strategies to expand footprint within large enterprise customers
• Track record and confidence for closing large seven figure, enterprise deals that require working with and support from multiple customer constituents
• Ability to translate technology into compelling value-propositions for enterprise customers
• Strong communication and executive-level presentation skills
• Ability to work across the company to garner appropriate resources, develop sales strategies
• Deep understanding of how to build a territory/region in a fast growing, dynamic environment
• A high sense of urgency and a passion for serving the customer
• Excellent leadership skills with the ability to work independently and to drive closure of issues in collaboration with cross functional organizations at all technical and business levels
• The ability to adapt to changing requirements, multi-task and prioritize and reprioritize responsibilities
• Strong analytical, organizational, project management and time management skills
• Ability to quickly understand and articulate new technology
• Experience using SalesForce.com and/or similar CRM tools
• A proven track record of quota achievement
• Excellent customer relationship building and interpersonal skills.

Tech Stack

• Cloud
• SFDC

Benefits

• Health insurance
• Remote work options