About this RoleAs an Invisors Sales Director, you will use your extensive experience, domain expertise and consultative selling skills to initiate and support sales of Invisors' Workday services. With a hands-on, collaborative approach, you will provide coaching to internal stakeholders and develop strategy and win themes via close collaboration with Workday and the prospect. You will own the end-to-end sales process, driving sales pursuits to successful outcomes, thereby supporting Invisors' growth and profitability goals.
Duties and Responsibilities:Territory Plan:- Develops and executes successful territory development plans to increase sales pipeline to help achieve or exceed growth targets.
- Plans activities including relationship management, quarterly roadshows, structured regular cadence on target accounts, and detailed next steps for accounts.
Sales Strategy: - For each pursuit, works to understand and address prospects' needs (including stakeholders' preferences, unofficial coaching, etc.) as well as competitors' strengths and weaknesses, Workday's concerns and expectations, and internal Invisors delivery and solutions recommendations.
- Develops and executes strategy that best navigates and reconciles objectives and constraints, leveraging Invisors' differentiation to maximize probability of winning new business.
Sales Cycle: - Works in close collaboration with solutions team, leadership, and pursuit team to find creative ways to provide value to our customers/prospects or Workday; to create entry points into pursuits early, keep competition at bay when possible, and ultimately enable the most appropriate solution, timeline, effort, and pricing to be drafted and presented effectively.
- Owns and manages all phases of the business development cycle for active pursuits, including assembling pursuit teams, identifying win themes, managing and composing RFP responses and proposals with solutions team, coaching and rehearsing pursuit team presentations, pricing strategy with leadership, proposal negotiations, development of the statement-of-work with solutions, facilitating completion of all contract details and facilitating a successful transition-to-delivery.
Marketing Events: - Actively participates in key events, such as trade shows, Workday conferences, or targeted local marketing events to passionately educate Workday customers and prospects on both Workday and Invisors' key differentiators and help identify where and how we can best support their needs.
Prospecting/Leads: - Promotes Invisors within Workday organization and across the Workday customer base.
- Helps identify prospects by mapping Invisors team's relationships to target accounts in territory and coordinating with Workday sales where appropriate.
Solution/Market Education:- Stays current with Workday solution functionality, benefits and roadmap.
- Helps identify and share trends regarding customer needs around Workday deployment services to help keep Invisors at the forefront of the market. Helps Workday position CoSell opportunities to expand SKU footprint at accounts
Relationship Building: - Develops and maintains relationships with Workday sales executives, sales leaders, business development managers, alliance managers, and other stakeholders who we can support on deals, and who can help position Invisors for deployment services.
- Maintains relationships with stakeholders at prospects after they become customers to maximize reference-ability for Invisors.
Activity Tracking: - Regularly and proactively updates and tracks sales data including detailed customer and prospect account data, contact information for customers, prospects and Workday stakeholders, and detailed pursuit activity, status and next steps for all active deals.
Relevant skills and experience:Individual- Driven to act, self-starter.
- Hate-to-lose mentality.
- Organized; frequently and proactively tracks activity and updates progress.
- Extroverted and service-oriented; genuinely wants to help clients solve problems; takes pride in providing superior talent and services and genuinely enjoys discussing such perspectives and experiences with new contacts.
- Projects urgency; responds promptly and effectively to all inquiries.
- Hard-hitting and flexible.
Organization/Team Interaction- Able to thrive in a fast-growing small company environment where contributions have direct tangible impacts but require owning multiple tasks and adapting to frequent changes.
- Energized by creative entrepreneurial spirit of fast-growing team, perpetuates that spirit by capitalizing on opportunities to help grow the organization.
- Embraces a unified team-first approach to our business that values and respects the roles, expertise and contributions of all team members in sales, solutions and delivery to best distill the group's unique value for our prospects.
- Conducts oneself as a leader and coach of a pursuit team, maximizing the team's performance while soliciting and incorporating feedback from respective area experts.
Prospect Interaction- Demonstrates strong prospect-facing skills with the ability to clearly articulate ideas, find common ground, frame our strengths around their needs, and mitigate gaps with workable solutions. Projects caring and urgency in all interactions.
- Able to develop credibility and trust; draws on personal experience and team's experience/expertise to instill confidence while remaining open and respectful of others' points of view; comfortable being direct and transparent with candor; possesses collaborative interaction style that seeks to establish credibility through substance, never arrogance
- Demonstrates excellent presentation skills, with ability to read the room, actively listening for key points and emphasizing with stakeholders while delivering message; able to weave in and showcase team members' strengths when most appropriate during presentations.
- Excellent verbal and written communications skills. Highest standards of attention to detail in representing Invisors through all communications and deliverables; this includes understanding the audience to tailor messages appropriately, developing efficient, consistent, and cohesive messages, and owning formatting, grammar, and quality of final content and visual product.
Insights/Problem Solving- Demonstrates strong functional or deployment knowledge and can successfully draw from Workday-related experience to establish credibility with Workday stakeholders, customers and prospects; experience could include Workday sales, Workday project governance, Workday-specific functional knowledge, or business/industry knowledge that aligns to areas of the Workday solution such as HCM, Financials, Planning, or Extend/Built-on-Workday.
- Ability to gain both direct and indirect insights from interactions with stakeholders, to leverage such insights to anticipate other needs, and to translate such insights into actionable priorities and components of the pursuit solution/approach.
- Creative problem-solving skills to help team navigate through business/delivery constraints to find solutions that take advantage of our strengths to help win business.
