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Director of Sales
Veritas
Washington, DC, United States
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The District Sales Director plans, administers, guides and organizes the activities of a regional sales force to meet and exceed profitable sales and earnings objectives. This includes developing and implementing specific regional strategic plans to support annual and long-range plan objectives while providing leadership across direct reports and throughout the organization by collaboration, credibility, and accountability. The District Sales Director is also responsible for the effective development of a highly proficient sales team by building the skills and talents of direct reports through coaching, mentoring and the effective use of personal development plans.
Core Responsibilities:
• Responsibility for State, Local and Education customers across the US.
• Achieve/exceed annual revenue/margin plans while measuring/monitoring effectiveness of all sales programs and driving accountability to build the Veritas brand with existing and new customers.
• Lead on-going market analysis by obtaining intelligence through multiple sources such as sales team, customers, and distribution in order to develop and implements regional strategies
• Develop communication and territory management skills throughout regional sales team
• Identify, lead and develop talent in order to maximize individual, team and organizational effectiveness including assessing team member skill level and routinely provide timely and appropriate feedback to strengthen performance including use of the PMP process (development plans, annual objective setting and performance evaluations)
• Build credibility within Veritas as well as with outside stakeholders to lead the regional selling team
• Developing business strategy and sales execution in a high growth organization, via a team of sales leaders across the Nordics region
• Delivering the regional revenue, growth and margin targets for the region
• Ability to create a vision and strategy providing decisive leadership to a senior management team and within the peer group
• Lead the team to ensure maximum performance on bookings targets and operational excellence
• Joint responsibility for developing the sales and technical sales strategy at local, country or territory level
• Develop and drive GTM and execution strategies across Public Sector covering the solution offerings
• Build and maintain relationships with key internal stakeholders in order to maximize business results
• Build and maintain key senior CxO relationships within the customers, partners and acts as the liaison for Veritas with those key stakeholders
• Works across the business to support and develop customer high value offerings
• Implements Industry best practices across sales lifecycle, customer buying cycle, maintains high standards, acts as a role model for others
• Recruits, builds and develops a high performing team to deliver business results
• Drives performance review and development planning process with annual and quarterly review meetings
• Coaches and provides career development for every individual contributor
• Leads the team to ensure maximum performance on bookings targets and operational excellence
• Joint responsibility for developing the sales and technical sales strategy at local, country or territory
• Leads the team to ensure maximum performance on bookings targets and operational excellence
• Joint responsibility for developing the sales and technical sales strategy at local, country or territory level
• Develop and drive GTM and execution strategies across National Government covering our solution offerings
• Builds and maintains relationships with key internal stakeholders in order to maximize business results
EXPERIENCE & QUALIFICATIONS:
• Fundamental understanding of the mechanics of a multi-tier direct and channel sales model
• Proven experience in a leadership role (10 or more direct reports, sales and/or pre-sales)
• Strong SLED domain experience
• Proven track record of sales success
• Ability to influence effectively with key stakeholders
• Strong customer and partner network with focus on customer CxO/CTO/CISO community
• Regional GTM strategy definition capability
• Ability to build and drive large complex deals
• Bachelor degree required; MBA preferred
• Ability to analyze sales data and determine appropriate actions to improve account position
• Must be able to manage multiple priorities with highly effective follow through skills
• Strong communication skills; both written and verbal
• Strong presentation skills; small informal groups as well as large groups