Salary: 80,000 base with 160,000 OTE
Location: Munich, Germany
Language: German
PURPOSE:
The Territory Sales Director (TSD) will report functionally to the Vice President Sales, EMEA. The focus for the TSD is to develop and achieve annual growth objectives in a given region (DACH).
PRINCIPAL ACCOUNTABILITIES:
· Execution of the DACH sales go to market strategy to achieve market penetration through direct and indirect sales channels in a given region.
· Surpass company targets for Revenue, Orders, New Users, and Channel Users
· Drive the team to over achieve all key performance metrics for both direct and indirect channels:
- Opportunities added to pipeline by stage
- Number of weekly initial meetings
- Revenue, Orders, New Users
- Monthly Increase of average users per deal while maintaining volume
- 30-day churn
- Predictable forecasting (Direct and Indirect by Partner)
· Management of the sales team including sales call support, adherence to KPIs, monthly one to one meetings, weekly team meetings, career development, and acting as interface across the business to support non standard and escalated situations
· Participation in weekly management meetings to present key data points of the business
· Accountable for the development and communication of a business lead process that maximizes opportunities for profitable sales growth.
· Initiates and develops proposals to attract new business, new segments of business and renew contracts.
· Accountable to the VP Sales for appropriate budget and business plan input and development
· Prepares periodic sales report showing sales volume and potential sales in comparison to budget and prior year reports. This position provides information regarding trends that impact overall company strategy.
· Interface with regional department key stakeholders (Marketing, Business Development, and Client Services) to ensure regional success for team members.
KEY PERFORMANCE INDICATORS
· Meet revenue targets in line with the DACH Sales Strategy
· Retain revenue and grow product penetration within designated accounts and territory
· Perform regular formal account review meetings
· Attend customer meetings at a frequency as defined by the customer & sales management
· Accurately forecast sales revenues
PROFILE OF JOB HOLDER:
Desired Attributes
· Outstanding sales & sales management capability
o Can assign responsibility and delegate authority to sales managers
o Can drive sales philosophy, tools, guidance to all levels of salesperson
o Develops a vision for the sales team and articulates how to execute tactically against that vision.
o Can manage to a regional target and translate that target to sub-regional offices based on anticipated growth or activity
o Can manage sales professionals by driving results through positive performance feedback, ensuring that development and learning takes place and those performance goals are met.
o Can manage non-performers out of the business with respect and professionalism.
o Can step into high level discussions to help close larger client interactions and influence strategic buying and partnering decisions.
· Technologically articulate & competent
o Can articulate Company product functionality and managed services propositions for various industry groups
o Is comfortable with discussing the unique functional proposition of the ML product
o Can represent ML and its product base to a wide range of audiences
o Understands the local technical infrastructure issues and can manage them to successful implementation or collaborate with appropriate resources to ensure proper service provision and service delivery.
· Financial and P&L Management
o Ability and experience in previously managing financial performance and reporting regionally. Can effectively manage the activities of an internally identified resource to handle finance and budget management and reporting in accordance with globally driven guidelines.
o Incumbent accepts fiduciary responsibility to accurately report financial data to global finance organisation.
o Able to develop appropriate budgets, determine local resource needs, anticipate growth, hiring, organisational shifts, and seek resources accordingly and effectively.
o Is able to envision future growth activity and assure appropriate funding is present to deliver to growth targets.
o Can manage budgets tightly yet intelligently to maximize operational effectiveness and reduce barriers to achievement of targets and goals.
o Can maximize profitability through prudent distribution of funds, seeking ROI justification for expenditures.
· Regional Channel Experience
o Understands how to build a channel business and success across the region
o Ability to develop and manage senior executive relationships (e.g. CEO)
o Can demonstrate and articulate success in new markets
· Strategic marketing execution
o Can decipher global business plans into a localised strategic marketing and sales strategy
o Works to articulate strategic marketing programs and objectives to critical partners and build support to deliver regional objectives
o Can appropriately involve regional staff, or involve global resources to execute against strategic marketing efforts
· Can hire, motivate, lead, manage & develop a high performing and highly independent team
o Seeks to hire diverse, highly capable and experienced employees to deliver to specified targets and co-developed objectives
o Can identify strong performers with proven track records, negotiate competitive compensation packages, ensure proper development and training and drive performance measurement processes throughout the region.
o Is a strong Level 5 leader who seeks to balance the needs of employees with the delivery goals of the Company. Seeks collaboration, supports cooperation, coaches employees to achieve ever stronger levels of performance, manages non-performance effectively and provides a fair and positive environment to maximise employee satisfaction and objective delivery.
· Successful experience with remote management
o Can build trusting and reliable relationships with sub regional managers to ensure consistent and effective delivery toward targets
o Is able to manage remotely through multiple means of communication
o Can manage time zone differentials
o Can develop trustworthy governance within sub regions to ensure compliance with regional and corporate fiscal policy
o Can manage and develop business with limited centralised resources
o Has the ability to recruit, motivate and retain resources through remote management and team building practices.
· Ability to deal effectively with analysts, consultants and media
o Is prepared to effectively handle media inquiries, either directly or through an otherwise identified resource within the team
o Can maintain internal or external resources to help manage media and PR events
o Pushes out positive messaging and seeks opportunities to build ML brand locally and regionally
· Excellent communicator (internally / externally)
o Can clearly articulate global and local vision/mission as well as strategy and tactical activities
o Is a powerful speaker and is comfortable in multiple formats
o Can listen as well as speak and build strong rapport within a multi cultural environment
o Seeks collaboration and cooperation while clearly messaging goals and objectives, as well as how the regional employees need to engage to get there.
o Communicates the success of the region globally
· Results orientated management style
o Articulates goals and then assigns accountability to get there
o Is demanding of employees without being dictatorial
o Uses powerful tools of persuasion and articulation and drives results through developing effective employees.
o Works independently but drives success from the front
· Client centric
o Passionate about service delivery, client support and customer satisfaction.
o Ability to pro-actively manage issues/concerns
o Work with remote resources in connection with Customer Services
· Adaptable, flexible, at ease with various cultures
o Demonstrates the ability to have worked in the key markets and has an overall understanding of the DACH(or European) region.
o Understands the implications of undertaking business in the region with multiple cultures and is able to work within these.
· Provides overall, consistent, competent leadership model for entire group
Desirable
· Five plus years of executive management business development experience in a consultative selling environment, preferably working for a well regarded IT professional services, systems integration, service provider, storage provider, systems outsourcing organization, Managed Service Provider, and/or IT security or Email/Collaboration/Messaging Product Development supplier.
· 5-10 years successful track record in selling technology solutions via partners
· Significant contacts and Rolodex of sales executives, partners and other "C" level contacts within our existing or targeted community. Ability to operate with confidence at senior level executives.
· Demonstrable success in growing direct/indirect sales.
· Strong record of success in the following areas:
a. Developing and closing new business and partner
b. Articulating new IT services and products to senior partner executives
c. Developing direct/indirect channel go to market and enablement plans
d. Growing partner account revenue over relatively short periods of time
e. Strong record of personal leadership and involvement in multiple types of sales engagements. Strong Proven business planning skills. Knowledge of industry standard sales methodologies
· A demonstrated sense of urgency, drive and commitment to making the sales plan.
· Experience in establishing and growing a new sales territory as well as managing team remotely.
· A proven track record of establishing long-term business relationships.
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