Senior Director, Sales

General Summary

Senior Director or VP, Sales is a key member of our Senior Leadership Team (SLT), reporting directly to the Chief Operating Officer. They will have experience in selling solutions that include the devices, software, connectivity, and professional services that deliver a superior offering for our clients globally. They will have proven experience in selling custom built as well as mass market IoT products, including requirements gathering and complex, enterprise contract creation and negotiation. Critical to success is the ability to lead a team of Key Account Managers and Field Application Engineers that sell through Channels (TSPs, Resellers, Distributors) as well as Enterprise/Direct Sales. They will have executive experience and presence to work with the C-Suite and Board to define and present go-to-market strategy, key sales metrics, and key account updates.

This role will have management responsibility for a team of geographically dispersed sales executives that are responsible for new customer acquisition and existing account management/expansion in channel and direct sales. The primary responsibilities of the role include being a player/coach that can exceed sales objectives, enforce existing sales processes, implement new sales strategies/processes where required, leverage existing relationships and build new relationships. The role also requires regular sales assessment, reporting and forecasting, resource planning, inventory forecasting and strategic information sharing (competitive trends/market intelligence) across various key business units including Marketing, Product Management, Finance, Operations, and Engineering. This individual is expected to uphold the highest standards of accountability, focus, and efficiency.

Essential Functions and Responsibilities:

• Build, manage, and develop a world class sales organization and execute a sales process for complex, multi-region selling environments
• Develop strategic plan for further penetration of existing accounts and gain critical new customer logos
• Articulate corporate and product competitive positioning and create pricing structures to achieve maximum sales and revenue potential
• Formulate winning sales strategies in conjunction with Sales executives to maximize top line revenue, protect margin, reduce the sales cycle, effectively manage the cost of sales and create successful, repeatable sales processes
• Become a trusted advisor and sales partner to our Resellers and TSPs, ensuring we have transparency into their forecasting models, prospective end clients and growth opportunities
• Lead the FAE team (Field Application Engineers). Implement and evaluate the effectiveness of sales strategy tools including Discoveries, Trials/POCs, Pilots, ROI studies, solution demonstrations, RFPs, technical reviews, etc.
• Drive deal qualification and closure on key strategic, high value, global, and/or named accounts
• Create effective sales enablement programs, including selling with and through partners
• Utilize CRM tools and internal processes to track account activity, sales performance, and customer interactions
• Provide accurate forecasts and opportunity risk analyses for all sales opportunities to C-Suite
• Develop and train staff while enabling individual team member success and accountability
• Demonstrate technical aptitude and ensure the entire sales team can rapidly learn our products, solutions, operations, processes, and internal tools

Skills and Abilities

• Exceptional interpersonal and communication skills, with the ability to build and maintain relationships with C-level executives and key decision-makers
• Excellent negotiation, presentation, and contract management skills
• Ability to work in a fast-paced environment, manage multiple priorities, and adapt to changing customer needs
• Demonstrated experience employing a unique sales approach and sales methodology
• Ability to build relationships and influence stakeholders at all levels
• Strategic thinker with a hunter mentality and a passion for winning

Education and Experience

• Minimum of 12 years sales experience with 8+ years managing sales teams, with a proven record of success building and leading a highly distributed sales organization
• B2B sales of technology solutions in vertical markets including transportation, logistics, industrial vehicles, fleet management, and/or materials handling
• Executive track record of sales success and relationships with selling technology to large corporations and through channels (Resellers, TSPs, Distributors)
• Knowledgeable about buying practices of large corporations; expert at knowing how to get business done in Fortune 500 environment
• Demonstrated annual double digit sales growth results
• Demonstrated knowledge of account management strategies and processes including the ability to understand customer needs, overcome objections, develop business cases, and negotiate and close new business
• Developed strategic sales programs and penetration plans for technology systems
• P&L, budget, and Sales Incentive Plan administration experience
• Experience in location based services, IoT, Class 1 – 8, OEMs, and/Telecommunications/Carriers
• Experience with IoT products including cameras/video, vehicle and asset tracking, sensors, and AI preferred
• Proficient in Microsoft Office programs (Outlook, Word, PowerPoint, and Excel) and Atlassian suite (Jira, Confluence)
• Proficient in Sales CRM and Marketing tools (e.g. NetSuite CRM, Salesforce, ShowPad, LinkedIn Navigator, Impartner)
• Bachelor’s degree in business, engineering, or a related field is preferred

Working Conditions

• Normal, no adverse or hazardous conditions.
• Ability to travel, when necessary (expected <30%)
• Must have the unrestricted authorization to work in the U.S.

Target Salary:$170k-$200k, plus commission plan

Disclaimer

This job description describes the general nature and level of work performed by employees within this classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to this job.