Sales Account Director
Dallas, TX, USA
The Regional Sales Director will lead all sales strategies and go to market responsibilities within the North America region. They will develop and identify new revenue opportunities with a focus on new business (Enterprise) and expanding existing customers. They must be a strong sales leader with a measurable track record of building and maximising sales territories, working with partners, and building and developing sales teams. The role reports directly to the SVP Americas, whilst working collaboratively with other members of the Eseye global leadership team to ensure success across focussed verticals and channels to market.
Responsibilities and Duties
- Lead sales strategy and execution and deliver the sales numbers for North America;
- Develop market and competitive assessments to identify and drive new opportunities;
- Partner with internal stakeholders to develop a market strategy that enables Eseye to win the market by meeting and surpassing client objectives, scaling investment, and creating meaningful and sustainable revenue growth;
- Shape the future of our North American Sales organization by building, training and motivating a high performing sales team;
- Partner closely with Marketing, Operations and Product Management to analyze trends, client performance, shared learnings and best practices to grow client’s business through Eseye solutions;
- Act as an external spokesperson and evangelize the Eseye brand in North America;
- Consult with Product Management and Engineering teams to influence product development and support for the North American region;
- Develop and execute strategies to achieve and exceed quarterly and annual revenue growth targets;
- Responsible for forecasting and achieving monthly and quarterly targets, contributing to and owning sales plan creation and communication and customer segmentation;
- Drive the consistent and accurate use of internal reporting systems, adherence to sales process and issue forecast reports detailing business pipeline and expected successes in any given period;
- Create and expand key partnerships, relationships and alliances with strategic channel partners, systems integrators, and professional services organisations;
- Building on established relationships and creating new ones, work with and sell to the “C” suite to close large subscription-based connectivity projects, inclusive of professional services, adopting a ‘land and expand’ strategy into new business accounts;
- Maintain high levels of customer satisfaction and loyalty and be a trusted advisor to customers and colleagues;
- Attract, recruit, develop, and retain exceptional sales talent and attend or deliver in-house sales training events;
- Attend customer appointments to establish rewarding relationships (virtual and in person), deliver presentations, host events, run webinars and be creative to attract prospects;
- Help prospective customers solve their business problems through excellent consultation;
- Work within focus markets to understand who the key players are, what requirements they have and how Eseye can sell more effectively as a result.
Person Specification
- 15+ years of experience in IoT or telecommunications with 8 – 10 years experience using a consultative sales process and sales management;
- Proven success as an executive sales leader across revenue strategy, sales productivity, and industry partnerships;
- Deep understanding and established network in the IoT/Cloud/M2M market in North America including an understanding of sales IoT channels used in the region;
- Strong understanding of performance, data, and measurement landscapes, with demonstrated experience using data and trends to develop winning strategies;
- Focus on operational excellence with performance measures, processes, and systems;
- Outstanding go-to-market strategy and operational rigor for successful execution of sales strategy;
- Strong leadership skills that inspire, drive urgency, leads by example and challenges a team of individual contributors to think big and drive transformational thinking to advance team performance, health, and culture.
- Strong cross-functional partnership to drive alignment with the product and engineering teams. Translating business needs into the roadmap. Have opinions about the technology trade-offs
- Strong influencing, objection handling and negotiation skills to build sales priorities and decisions;
- Outstanding presentation and communication skills, ability to translate insights, product information and data into key client objectives and confident in speaking to C-Suite on complex topics;
- Demonstrated ability to excel in a start-up environment and incubating new businesses;
- Exceptional people & customer management, high emotional intelligence combined with interpersonal, written and presentation skills;
- Experience, knowledge and relationships within Amazon Web Services / Microsoft Azure / Global SI’’s will be highly advantageous.