Director, Territory Sales

Responsiblities:

• Responsible for delivering quota and revenue goals for assigned team.
• Actively develops comprehensive sales plans; manages territory business plans to meet revenue goals and quotas.
• Builds targeted business plan / strategy for allocating resources and driving sales activities.
• Assists in planning sales strategy, managing the internal processes in support of sales reps.
• Builds, monitors and orchestrates sales pipeline to ensure continuous population of near to long term opportunities; manages the size, shape and quality of pipeline; analyzes overall win rates and win/loss ratios.
• Mentors and coaches Territory Account Managers on sales process (prospecting to closing), activity standards, work discipline and consultative selling. Leads by example.
• Manages and assists Territory Account Managers with sales tactics, identifying buying signals, handling objections and deal strategies for both existing and new customers in order to increase business and close deals.
• Conducts deal reviews weekly with each Territory Account Manager, manages to metrics, tracks pipeline activity on a daily basis to yield results.
• Engages the right resources (including themselves) at the right times; such resources also include: pre-sales, field service, pricing, and staff support.
• Maintains intimate knowledge of deal stages, as well as the commitments to next steps within assigned territory.
• Assists individuals with understanding clients’ needs, qualifying opportunities, diagnosing and resolving issues.
• Hires and retains high caliber sales talent, efficiently on-boards as needed, understands current employee’s strengths and opportunities, off-boards non-performers.
• Responsible for partnering on curriculum development, on-boarding new employees, implementing sales force development plans and executing training.
• Motivates and supports sales teams in prospecting and selling, including a high level of support in the pursuit and closing of new and install base deals.
• Proactively assesses, manages, and documents employee performance to ensure individual and group excellence and provides essential feedback.
• Establishes and delivers weekly and targeted sales training and manages individual development plans to improve individual and sales team effectiveness.
• Effectively uses and reinforces the use of sales tools / metrics (GoldMine, CRM, Cisco, etc.)
• Prepares and presents weekly comprehensive reports detailing team’s accomplishments and performance against plan.
• Assists team in developing and maintaining relationships with prospects, customers, internal resources and partners.
• Interacts with senior executives to accurately forecast business and communicate sales team progress.
• Reinforces the employee value proposition by being a positive role model.
• Provide ongoing performance and general feedback to direct reports.
• Provide daily coaching and guidance.
• Weekly or Bi-Weekly 1-on-1 meetings with each direct report.
  
• Address employee time off requests and approve timecards (if applicable) weekly.
  
• Other duties as assigned.

Basic Qualifications:

• 3 to 5+ (5-8 years highly preferred) years of inside sales experience, required.

• Technical/Technology related sales management experience, required.

• Work results that include success in achieving progressively high quota or other sales related goals.

• Demonstrated track record of customer acquisition and retention.

• Proven ability to prospect, qualify, negotiate, manage and close deals.

• Leadership experience with a documented record of achievement.

• Proven experience motivating self and others.

Bonus Points:

• Sales Team Lead Experience, preferred

Education:

• Bachelor’s degree required.

• 25%

Salary: 110-120K Base + Commissions