Job Description
Job Summary
The Area Sales Director is responsible for leading a team of Corporate Account Managers within a designated territory. The ASD will grow SoftwareOne’s business by driving sales across a broad range of publisher products and services. The ultimate measure of success will be meeting or exceeding GP and EBITDA targets.
This role requires a strategic thinker with a proven track record of success in technology sales, excellent leadership skills, and a passion for driving business growth.
The Area Sales Director, must reside in Canada.
- Lead, coach, and mentor the sales team to achieve and exceed sales targets.
- Provide guidance, support, and feedback to team members to optimize their performance and professional development.
- Foster a collaborative and high-performance culture within the sales team.
- Develop and implement strategic sales plans to drive revenue growth and expand market share.
- Analyze market trends, customer needs, and competitor activities to identify new opportunities and challenges.
- Set ambitious but achievable sales targets and objectives aligned with company goals.
- Build and maintain strong relationships with key clients and stakeholders.
- Understand client needs and objectives to provide tailored solutions and ensure customer satisfaction.
- Act as a trusted advisor to clients, offering insights, guidance, and support to help them achieve their business objectives.
- Monitor sales performance metrics, KPIs (Key Performance Indicators), and key trends to track progress and identify areas for improvement.
- Prepare regular sales reports and presentations for senior management, providing insights and recommendations for strategic decision-making.
- Utilize CRM (Customer Relationship Management) software to manage sales pipelines, track leads, and forecast sales projections accurately.
- Collaborate closely with marketing, product development, and other cross-functional teams to align sales strategies with overall business objectives.
- Communicate effectively with internal stakeholders to ensure a coordinated approach to client engagement and business development efforts.
- Proactively communicate SoftwareOne’s strategy, value proposition, and competitive positioning to the team, customers, partners, and prospects.
- Demonstrate a solution selling approach utilizing SoftwareOne differentiators.
- Meet/exceed assigned GP, EBITDA, and Margin as Sold (MaS) targets
- Ensure min 70% average quota attainment for AMs (Account Managers) for your assigned territory
- Maintain minimum CSAT (Customer Sat)
- Accurate monthly and quarterly forecasting of revenue within 10%
- Reports to a Vice President of Sales and has AMs as direct reports.
- Work closely with Operations, Presales, and other departments to ensure customer satisfaction and problem resolution.
- Generous pay with bonus structure based on performance of budget
- Independent environment without a lot of red tape where you are empowered to make decisions
- Substantial benefits package that includes:
- Full suite of medical coverage with A+ carriers, Dental and Vision with strong employer contributions
- Additional voluntary coverage available for Pets, Identity Theft Protection, Accident & Critical Illness
- 401k program with employer matching 50% up to the first 10% of employee’s contributions
- Wellness plan that includes credits to premiums and employer contributions towards savings plan of your choice
- Access to EAP and concierge services
- Pre-Paid Legal at no cost
- Plentiful time off that includes paid holidays, floating holidays, your birthday off, a volunteer day, and discretionary time off (DTO)
- Employee stock purchase plan
- Learning and development opportunities galore
- Tuition reimbursement
- And much more!
- Specific to Milwaukee-based office employees: company paid parking
- Winning culture, inclusive environment, and friendly people all over the world
- A remote-friendly organization, with colleagues working remotely either part or full-time
What you offer
- Must be physically located in Canada for the role.
- 8+ years of client-facing experience, with a proven track record in strategic sales planning, business development, and enterprise-level account expansion.
- 3+ years in a sales leadership role, preferably in the software or technology industry, with demonstrated experience in driving revenue growth and exceeding sales targets.
- Strong understanding of software licensing, ITAM, Cloud & Application services, FinOps and/or Digital Workplace required
- Familiarity with CRM (Customer Relationship Management) software and sales analytics tools.
- Commitment to fostering a diverse and inclusive workplace.
- Willingness to travel as needed.
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Key Sales Competencies & Behaviors of Recruiting & Selecting Top Talent, Inspiring Performance Excellence, Engaging & Developing Team Talent, Leading Sales as a Business Process, Delivering Exceptional Results, Demonstrating Sales Intelligence, and Creating Effective Growth Strategies
demonstrated through the Company’s Competency Assessment.
Leadership Skills
- Strong leadership skills with the ability to inspire, motivate, and empower a team towards achieving common goals.
- Experience in coaching and developing sales professionals to maximize their potential and performance.
- Ability to attract top talent to the company and maintain a high performing team.
Communication and Interpersonal Skills
- Excellent communication, negotiation, and interpersonal skills, with the ability to effectively convey complex ideas and information to both internal teams and external clients.
- Ability to build and maintain strong relationships with clients, partners, and stakeholders.
Strategic Thinking
- Strategic thinker with a deep understanding of market dynamics, customer needs, and competitive landscape within the technology sector.
- Ability to develop and implement innovative sales strategies to drive business growth and achieve long-term objectives.
CRM Software and Sales Analysis
- Experience working with CRM software (e.g., Salesforce, HubSpot) and proficiency in utilizing sales analytics tools to track performance, analyze data, and identify trends.
- Strong analytical skills with the ability to translate data insights into actionable strategies and recommendations.
Technology Solutions and Industry Trends
- Deep understanding of technology solutions, including but not limited to software as a service (SaaS), cloud computing, cybersecurity, artificial intelligence, and data analytics.
- Stay updated on industry trends, emerging technologies, and best practices to remain competitive and relevant in the market.
- Results-oriented mindset with a focus on driving revenue growth, exceeding targets, and delivering measurable outcomes.
- Proactive approach to problem-solving, with a commitment to continuous improvement and achieving business objectives.
Entrepreneurial Mindset
- Consistent ownership and accountability for results, with a proactive approach to orchestration of internal teams, processes, and escalations to achieve business outcomes.
Financially Savvy
- Adept at budgeting, financial forecasting, cost management, analysis, and reporting for specific business unit / function.
Continuous Learning Orientation
- Proactive in staying updated on industry developments, emerging technologies, and best practices in account management and customer success.
- Commitment to ongoing professional development and growth
The preceding job profile has been designed to indicate the general nature and level of work performed by associates within this role. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities, and qualifications required. Additional duties may be assigned and may be subject to change at any time due to reasonable accommodation or other reasons.
Target compensation for this role will be $370k-$460k CAD (mix of base salary and variable) and will be determined based on candidate qualifications, experience, and location.
What you should know about us:
At SoftwareOne, we are committed to providing an environment of mutual respect where equal employment opportunities are available to all applicants and teammates without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.
Accommodations:
“With employee satisfaction as one of our core values, we are passionate about diversity and are committed to creating an inclusive environment for all our employees. We want every employee to have the greatest experience of their career.”
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