New Business Sales Director

MFiles   •  

Plano, TX

Less than 5 years

Posted 186 days ago

  • Manage and lead a New Business Sales team of between 9 - 12 sales representatives.
  • This is hunting net new business sales team focused solely on bringing M-Files net new customers.
  • Lead from the front: Have the ability to clearly present and articulate the M-Files products’ value and business benefits, as well as to cover the technical details of our products succinctly
  • Provide a bookings and revenue forecast for the current month, quarter and year broken out by each sales rep for senior management. Manage and coach sales reps to ensure accurate and timely forecasts which are reflected in the CRM system. Ensure and effectively manage all KPI's and expenses across this sales team
  • Manage objectives, strategies, and processes which will contribute to the overall North American Existing Account business plan to achieve their sales goals
  • Set quarterly and annual New Business sales goals for the team and individual team members
  • Conduct and Manage weekly, monthly, quarterly expectations and deal reviews related to sales reps’ territory development and their performance KPI's
  • Provide day-to-day guidance for sales reps in matters of problem resolution, sales strategies, competitive analysis and pricing, renewals, project implementation and project delivery items as well as any required corporate policy interpretations or discussions.
  • Manage sales reps' personnel issues, and personal/professional developmental opportunities
  • Assess skill sets and provide ongoing coaching and feedback to team members in order to meet objectives, reinforce sales methodology and provide guidance on career path direction
  • Drive new business sales enablement initiatives, presentations, product demos, and proposals to ensure consistency of existing business sales objectives and outcomes for the US Field Sales teams
  • Be a go-to leader to help the New Business sales team facilitate and address deep product related questions for the New Business Sales Accounts for issues or escalations.
  • Help coordinate and organize the New Business Sales marketing initiatives with the US Marketing
  • Actively engage with strategic partner initiatives, including partner onsite meetings and negotiations associated with large customer projects as needed to bring value to our prospects and customers.
  • Work in a positive cross-functional manner with all other groups and departments within M-Files.
  • Engage New Business Sales prospects and Sales Representatives on a regular basis to participate in business sales calls as appropriate to ensure a clear understanding of the "real” conversations and "real” challenges field reps may be facing when articulating the M-Files message
  • Answer new business sales organization's questions in relation to M-Files products, competitive products, and technical training. As well as issue resolution in relation to product integration within the customer’s unique environment
  • Provide market feedback on product and competitive positioning to new business sales, marketing, product development, and R&D teams


ROLE REQUIREMENTS INCLUDE:

  • MINIMUM EXPERIENCE: 4 - 5+ years of New Business Sales Management experience in a technology-centric environment. Must be located in the Dallas, Texas metro area. Must commute daily to and from the office (this is not a remote role)
  • Have a 4-year college, BS/MSdegree in Computer Science, Management, Engineering, or other technical fields
  • Have strong leadership experience in Software Sales, Training, and Consulting Services delivery
  • Have Strong presentation and delivery experience
  • Have Strong contract negotiations skills, as well as terms and conditions discussions experience
  • Demonstrated ability to explain complex technical concepts to non-technical audiences
  • Knowledge of document management or enterprise content management technologies
  • Ability to discuss and show knowledge of PL/SQL, SQL scripting, VB.net, JavaScript, database modeling and configuration, as well as Object Oriented Programming and business workflow modeling experience
  • Possess a deep understanding of application servers, development methodologies, operating systems, technical platforms/architecture, and the application workflow lifecycle
  • Solid knowledge of document management and enterprise content management technologies
  • Creative, solution oriented thinker with superior influencing, communication, and facilitation skills
  • Proactive, detail-oriented, with a high regard for quality and consistency of communication
  • Demonstrated ability to work comfortably and effectively with multiple levels of management
  • Excellent ability to communicate both verbal and written English communication skills
  • Disciplined approach to daily activity planning, setting goals and achieving success
  • Enthusiastic and self-starting
  • Strong presence and interpersonal skills
  • Strong and solid knowledge of Windows-based environments and Microsoft Office applications, i.e., Outlook, Word, Excel and PowerPoint.
  • Ability to travel within the United States up to 50% - 75% of the time