Job Summary
As a Senior Sales Director of Strategic Enterprise, you will utilize strong management and sales competencies to set objectives and develop strategies for subordinate level managers. This challenging and high-visibility position provides leadership and management oversight to Sales Managers and District Managers. You develop long-term strategies and shorter term plans to meet aggressive revenue goals. You must be extremely results-driven, customer-focused, technologically savvy, and skilled at building internal relationships and external partnerships.
Essential Functions
· Provide management oversight to District Managers within the Region to drive all pertinent issues related to sales strategy and goal attainment.
· Participate in strategic planning sessions with the sales management team on a quarterly and annual basis.
· Communicate Corporate strategy to employees within your Region.
· Plan and direct activities including planning and implementing forecasts, marketing program development, relationship development, customer satisfaction, and collateral material development and distribution.
· Establish short-term and long-term goals and quotas in line with corporate objectives.
· Review requests for additional resources to support sales strategy and new programs.
· Develop budgets for approval and assure adherence once budget is approved.
· Identify and qualify important Enterprise sales opportunities at the management level.
· Review management plans with District Managers on a regular basis.
· Act as coach, mentor, and educator to Sales Representatives within your Region.
· Select, develop, and evaluate personnel to ensure departmental goals are met.
· Assume responsibility for results, including costs, methods, and staffing.
Job Requirements
· Strong verbal and written communications skills, including presentation skills.
· Strong relationship building and negotiating skills.
· Ability to work collaboratively with functional peers across functions including Marketing, Sales Operations, Customer Support, System Engineering, and Product Development.
· Strong understanding of storage technologies and competitive offerings in the marketplace.
· Experience with target account selling, solution selling, and/or consultative sales techniques.
· An aptitude for understanding how technology products and solutions solve business problems.
· Experience as a Sales Representative with a track record of exceeding assigned sales quotas in contiguous, multiple years.
· Demonstrated experience working with Sales organizations and technical teams.
· Prior experience with developing budgets and controlling costs.
· A demonstrated ability to manage professional level employees.
Responsibility and Interaction
· Responsibility
o This level of manager successfully manages subordinate level managers. Management direction includes checking work against objectives set.
o This individual participates with other senior managers in establishing strategic plans and objectives.
o The scope of responsibility for this person includes making final decisions on administrative or operational matters ensuring achievement of company-wide objectives and ensuring that budgets and schedules meet requirements.
o Has responsibility for overall control of planning, staffing, budgeting, managing expenses and recommending implementing changes to methods.
o This individual owns a major segment of work within the Region with full responsibility for directing and controlling activities with outcomes.
o May participate in building a budget plan, and is accountable for managing to assigned budget plan.
o Sets revenue targets and ensures targets are met.
· Interaction
o This individual must effectively work with and influence executive level employees within and outside of their function, and/or major customers.
o The interactions of this individual require strong people skills, such as negotiating with customers or management, or attempting to influence senior level leaders regarding matters on an organizational level.
o Acts in a leadership role within the function and across functions.
o Receives Senior Management review of objectives to determine success.
Education
· A minimum of 8 years of experience as a people manager is required.
· A Bachelor of Science Degree in Engineering or Computer Science; or equivalent experience is required. A Master of Science Degree in Engineering, or an MBA is preferred.
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