Director, Enterprise Sales (Information Technology)
Director, Enterprise Sales
The Director, Enterprise Sales is responsible for leading a team of Sr./Enterprise Account Managers in development of Fortune 500 and enterprise accounts.
What you'll be doing:
- Works with Sr./Enterprise Account Managers to develop a complete understanding of each F500 and enterprise accounts including divisions, business units, organizational charts, purchasing process and decision-making hierarchy.
- Maximizes account penetration by leading the solution selling and creative problem-solving efforts in target and installed base accounts.
- Works closely with Territory and Channel Sales leadership on joint selling accounts to document, prioritize, and execute account level business development plans.
- Works with Strategic Account Directors to research, qualify, and prioritize new business opportunities in a defined set of accounts, while successfully executing account acquisition plans. Gather information on the client's business processes, critical success factors, and competitive standing through a proactive consultative sales approach.
- Develop business relationships in conjunction with Strategic Account Directors at all levels of the client organization.
- Accountable for meeting or exceeding assigned sales objectives and revenue quotas, maintaining existing and building new revenue within named account base.
- Leverages the entirety of Park Place capabilities to drive maximum value in the client account, maximize share of wallet, and increase switching costs as appropriate.
- Participate in Quarterly Business Review (QBR) and ensure Strategic Account Directors maintain accurate and timely account plans and reviews with the client and senior level management.
- Structure presentations, offerings, and contract negotiations (e.g. MSAs, Pricing Addendums, etc.) that move the customer toward purchase.
- Ensure Park Place Sales Methodology and sales processes are adhered to: Deal Reviews, CRM compliance, Pursuit Drills, Loss Interviews, QBR's, etc.
- Collaborate cross functionally within Park Place to ensure appropriate resources are engaged to in account development.
- Accurately forecast account sales and maintain pipeline opportunity reports and CRM.
- Earn Park Place the status of a "Trusted Advisor" in the eyes of the account.
- Understand the products, territory, accounts, industry, marketplace, business plan, objectives, business drivers, initiatives, requirements and factors critical to success.
- Work with the marketing group and support team to implement marketing plans.
- Grows team through actively taking part in interviewing and hiring future team members.
- Provide ongoing performance and general feedback to direct reports.
- Provide daily coaching and guidance.
- Weekly or Bi-Weekly 1-on-1 meetings with each direct report.
- Address employee time off requests and approve timecards (if applicable) weekly.
- All other management duties as assigned.
What we're looking for:
- 10+ years sales experience in Enterprise Accounts.
- 5+ years directly related sales management experience highly preferred.
- Extensive work experience in navigating all levels of enterprise class accounts.
- Ability to deal well with stress and difficult situations where desired results and outcomes must be achieved.
- Strong business acumen and executive presence.
- High level of verbal communication skills.
- Strong management, organizational, decision-making, and presentation skills required.
- Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels.
Bonus Points:
- N/A
Education:
- Bachelor's Degree required.
Travel:
- 50% – 75%
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
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