Director – Enterprise Sales

Role Description

The Director – Enterprise Sales will be responsible for effectively selling services across all levels of the PreludeSys strategic key account base. They will have a background in delivering large strategic wins, expertise working with a diverse virtual team, and a consistent track record of exceeding goals. Effectively facilitating joint initiatives with cross-functional teams and strategically engaging cross functional resources to achieve their goals and hit their numbers. You will also work with practice management teams to create integrated solutions that address complex problems, with a focus on the PreludeSys value proposition. To be successful in this role, you will participate in account development strategies, and territory development strategies with sales leadership. A close partnership with delivery teams on capabilities, scope, and pricing will be required. This role is an individual contributor and quota carrying role.

Responsibilities

• Deliver high value solutions to prospects and customers, who become passionate and loyal customers.
• Drive new professional services revenue.
• Implement and execute effective sales and service strategies, ensure maximum penetration of your respective assigned territory that results in your meeting and exceeding assigned targets.
• Facilitate customer success based upon customer-specific value propositions, realistic expectation setting, and effectively leveraging a diversity of internal resources.
• Be accountable for your work by tracking and managing all activities and information in Salesforce and by leveraging our sales process.
• Accurately forecasting your monthly, quarterly and annual revenue streams; driving profitable growth.
• Analyzing your customer’s financials to understand their pain points. Assessing consumption models needs per customer. Driving business planning and goal attainment.
• Effectively facilitating joint initiatives with cross-functional teams and strategically engaging cross-functional resources to achieve their goals and hit their numbers.
• Building strong customer relationships inside and outside of IT that challenge them to see their business differently.
• Assisting in renewals and other customer success tasks
• Focusing on collaboratively contributing to the long-term success of PreludeSys through the sharing of best practices.
  
  

Qualifications

• 8+ years of experience selling professional services experience selling related services
• Proven ability to manage complex sales cycle in a predictable fashion resulting in six figure contracts.
• Engage prospects and customers in a way that both solves their challenges and achieves your quotas.
• Think critically, using logic and reasoning to troubleshoot complex problems and identify the strengths and weaknesses of alternative solutions, conclusions, or approaches to problems.
• Extensive experience with proposal development and value proposition creation
• Experience working with internal and external legal teams regarding service-related terms within proposals, statement of work and master service agreements.
• Proven track record of effectively working across organizational lines to accomplish shared goals.
  
  

Experience, Accomplishments, And Skills

• Demonstrated track record of success in achieving and exceeding assigned revenue goals.
• Proven excellence in all methods of communication.
• Strong sense of accountability.
• Demonstrated knowledge of working with complex technical solutions including calling on key decision makers and all other technical and business influencers.
• The ability to negotiate solutions and resolve issues with peers, partners and customers.
• Must have a keen ability to position turnkey solutions and articulate primary vendor strategies to senior customer Executives.
  
  

Degree/Training

• Proven experience in processes for successful account management including forecasting, quota over achievement, sales presentations, short term, mid-term and long-term opportunity management.
• Requires a minimum BA degree or equivalent and 8+ years Account Management experience in a fast-paced, high-technology environment.