Vacancy Name
Sales Director, DACH

Employment Type
Permanent

Location
DE - Remote

Job Details

Smart Communications is looking for a talented Player Coach who will be responsible for developing the existing sales team shape and to sell our vertical market offerings across Germany, Switzerland and Austria. This role is a growth focused role that is seeking to re-vision how large, complex enterprise organisations capitalise on our innovate and World leading SaaS solutions across the customer communications and customer engagement areas of their businesses. Primary activities will include:

• Coach and mentor the existing sales team providing upskilling and development to transform activity into revenue
• Creation of a strong pipeline of new business opportunities in net new logos
• Maximising revenue generation from existing accounts via cross-sell and up-sell opportunities
• Lead revenue expansion within the Financial Services sector to include Retail Banking, Investment Banking and Wealth Management, Insurance, Healthcare and Government
• Working with partners as necessary including Salesforce, Pega, Guidewire and global/regional Systems Integration partners
• Working with the local marketing and demand generation teams to develop effective marketing campaigns across the DACH region

Candidates should be comfortable with and evidence previous success managing €500,000+ complex SaaS sales and 6-9 month sales cycles. They should also be able to demonstrate a track record of engaging and navigating high level business and IT executives within both customer and prospect accounts.

The responsibilities of the role include:
Deliver revenue, and develop and manage your team and territory/sector to:

• Exceed quota in annual software SaaS revenue, producing consistent quarter by quarter revenue growth through new business opportunities.
• Further develop Smart Communication's value propositions in defined sector(s).
• Build understanding and knowledge of Smart Communication's competitive advantage within the sector and be fully confident presenting and demonstrating this to prospects and partners, as well as internally within Smart Communications.
• Develop new business opportunities through specific marketing campaigns/seminars using extensive market knowledge and leveraging our partner network.

Demonstrate strong communication and collaborative working skills by being able to:

• Contribute to Smart Communication's partner strategy in the sector, communicating the value proposition and building productive relationships to develop revenue generating opportunities.
• Map and build senior level relationships across the sector and partner organisations.
• Partner effectively with internal teams, such as pre-sales, professional services, alliances, and support to ensure that the needs of prospects and customers are met, both during the sales cycle and through their lifetime as a Smart Communications customer.
• Ensure Smart Communications remains ahead of the competition by staying up to date on the competitive landscape.

Effectively manage sales processes to mitigate risk to Smart Communications, including:

• The commercial & legal negotiation process in partnership with Smart Communication's legal representatives.
• All stages of the bid process, using Smart Communications' resources in the most effective way.
• Maintaining accurate account, contact and opportunity records in Salesforce.com on a weekly basis, using Solution Selling methodology on major opportunities and providing accurate forecasts.

Be an active team member of the global Smart Communications team by:

• Participating in Smart Communications company initiatives.
• Familiarising yourself and complying with company procedures.
• Always being an advocate for Smart Communications.

Performance Indicators:

• Constantly meet and exceed financial revenue targets both team and individual.
• Build and maintain a sales pipeline providing a foundation to exceed fiscal revenue targets.
• Develop a marketing plan with Smart Communications marketing and telemarketing groups.
• Accurately forecast using Salesforce.com.
• Maintain Account plans for major opportunities and target accounts.
• Maintain positive 360' feedback from Smart Communications colleagues.
• Build and maintain a set of productive partnerships.
• Customer retention.
• Demonstrate strong product and competitive knowledge.

What we're looking for:

Must have skills/experience:

• Proven track record selling high value SaaS solutions and/or software licenses in DACH
• It would be highly advantageous to have a good understanding of:
  • CCM, ECM & BPM Solutions
  • Document Composition Solutions and general CCM market drivers
  • Web and Mobile Content Management
  • CRM (One to One marketing, 360' view of a customer etc.)
• Proven success in building relationships with key influencers and the ability to leverage his/her sector network in both the Partner and Prospect communities.
• Proven ability to interpret client's business requirements into a Smart Communications solution using ROI to create compelling events that will drive buying decisions.
• A track record in building and growing business in the aforementioned regions quickly.
• An experienced sales leader managing, growing and coaching teams in similar business environments.
• Excellent presentation, verbal and written communication skills.
• Sound technical understanding of the Smart Communications solution and how it fits into SOA architecture.
• Ability to demonstrate solutions and talk through highlights of the systems architecture.
• Resilient during competitive evaluations, demonstrating robust commercial decision-making and negotiating skills.
• Consultative sales approach with an inspirational 'Can do / Will do' attitude.
• Comfortable with Salesforce.com and solution selling, Target Account Selling (TAS) and/or other sales methodologies.
• Bounce-back-ability.
• Ability to travel regularly.
• As Smart Communications' global business language is English, candidates must be able to communicate fluently in English and German.

We look for the following core competencies in everyone we hire at Smart Communications:

• Speak Openly - We are positive, creative, helpful, kind and we have fun. We listen and provide constructive feedback. Through meaningful conversations we encourage each other to be the best that we can be. We're not complainers we're problem solvers.
• Make a Difference - We focus on the things that matter and prioritize the things that have the greatest impact. We celebrate success and hold ourselves accountable for our choices. We don't sit on the sidelines.
• Agile & Flexible - We are focused on evolving, improving and growing. We think differently and challenge the status quo with open minds. We ask 'why?' so that we can help remove complexity. We don't allow hurdles to get in our way.
• Results-Focused - We get stuff done by being efficient, working at pace and paying attention to detail. We focus on finding solutions and fixing things. We don't believe in being busy for the sake of being busy, we focus on productivity.
• Teamwork - We are stronger and better together. We collaborate, trust and support each other to deliver results for our company and our customers. We don't want anyone to feel disengaged, we're in this together!

What's the deal?

We will provide you with the tools, equipment and support to give you the best possible chance of success and the over-achievement of your goals. Salary will depend on your experience and will be highly competitive. All our packages include an annual bonus based on the Company's performance, or commissions based on your achievement against quota, so we are all incentivised to over-achieve!

In addition to a friendly, flexible and fun working environment, we offer 30 days paid holiday per year plus an additional day off for your Birthday! This is a remote home based role with travel required to accommodate both customer and internal meetings and business reviews.

So, if we interest you, please let us know by applying for this position and tell us all about yourself.

To learn more about Smart Communications visit:
https://www.smartcommunications.com/