Director, Sales - Global Accounts & Public Sector
Fortra
- USA
- Permanent
- Full-time
- 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
- 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
- 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
- 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.
- 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