Regional ECM Sales Director


Los Angeles, CA

Industry: Business Services


5 - 7 years

Posted 63 days ago

  by    Jon Harnett

This job is no longer available.

Our client is a global leading provider of ECM services and is seeking a Director of Sales to join our growing team. This position will be responsible for a Digital sales quota in a multi-state territory. The position requires a strategic thinker with a focus on driving revenue across enterprise business. The Director will have a track record of success in sales of major initiatives, and a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market sales plans.

  • Key Responsibilities
  • Attain targeted sales by developing new prospects and interacting with established customers.
  • Lead generation and prospecting activities to maintain required pipeline of prospect accounts.
  • Qualify, research, track and develop leads into viable business opportunities.
  • Effectively articulate the value proposition to multiple organizational levels.
  • Develop strong business cases, proposals and presentations for sales opportunities.
  • Negotiate the terms of agreements and close sales.
  • Participate in trade shows, conferences and industry events to build industry and customer awareness of the services and solutions.
  • Maintain a strong knowledge of the industry, trends, technology, competitive offerings, and customer requirements, and provide informed feedback to the company.
  • Participation in professional organizations (sales, marketing, industry associations).
  • Assist with the identification and development of regional partnerships that bundle or directly integrate services with enterprise applications and solutions.


  • Minimum of 5 years of consultative sales experience in an enterprise or large account sales environment.
  • A strong hunter mentality – the ability to prospect and sell into new account opportunities, then upsell within the account.
  • Previous experience selling ECM / content services solutions, cloud-based/hosted systems, BPM, document imaging, or similar applications.
  • Previous experience selling services – experience with outsourced services and the cloud-based model a plus.
  • Extensive background selling to C-level executives (CEO, CFO, CTO, CIO).
  • Ability to effectively articulate the value proposition to multiple levels.
  • Strong experience building and presenting ROI models.
  • Proven record of exceeding quota in previous positions.
  • Demonstrated ability to win competitive major account sales.
  • Formal sales training (Solution Selling, Miller Heiman, SPIN, etc.).
  • Solid business acumen – strong understanding of how businesses operate across functional areas.
  • Ability to grasp and map processes and corresponding document and information flows between departments.
  • Participation in professional organizations (ARMA, HIMSS, AHIMA, AIIM, industry associations).
  • 4-yeardegree.


$200K - $240K