Director - Field Sales - Enterprise Software

Wolters Kluwer

18h • $137,900 - $246,350 • Remote

About The Position

The Director, Sales for Enterprise Legal Management (ELM) is a sales leader responsible for managing an organization with a focus on communication, field travel, and process management. This remote position reports to the Vice President, Global Sales for ELM and involves leading a team of sales representatives. The role requires following and improving a sales management process to develop strategies that ensure sales representative success and drive the team to exceed revenue expectations. This position can be based remotely anywhere in the US, with a core focus on leading people, managing processes, and driving sales revenue for Enterprise Legal Management (ELM) Solutions, which provides tools for corporate legal operations departments to increase efficiency and reduce costs.

Requirements

• 7-10 years of proven direct sales experience including: Collaboration experience that led to success in a team environment, Track record of sales success, Track record working through complex sales cycles in a team-focused environment
• Bachelor's degree or equivalent experience
• 3-5 years of sales management experience in Enterprise Sales environment

Nice To Haves

• 10+ years of proven direct sales experience
• 5+ years of enterprise sales management experience
• Experience selling to technology arena
• Experience working with corporate legal operations departments
• Experience building and retaining sales teams
• Track record of managing sales teams according to industry-standard sales processes
• Hands-on management style (not to be confused with micro-management)
• Structured and analytical approach to sales (management)
• Ability to identify trends and develop strategy around those trends

Responsibilities

• Build, develop, and lead a sales team that is focused on success and achieving targets
• Lead the team to exceed sales targets that are set forth at the beginning of each year
• Drive sales with the team (and significant prospects) through a hands-on approach, spending time in the field with prospects and sales representatives
• Conduct quarterly sales territory planning sessions with representatives to promote the success of the field sales team
• Forecast annual, quarterly, and monthly sales to exceed regional sales quotas
• Direct the work effort of sales representatives by setting strategy, assigning territories, and setting goals
• Manage representatives and sales activities in developing and following strategic plans to identify prospective customers and maintaining existing customer base
• Analyze reporting of prospecting activities in SalesForce.com to look for trends and implement corrective measures
• Motivate and mentor the sales staff, train new reps and conduct performance management including development planning
• Manage all established sales processes, drive compliance, and further professionalize the sales organization while developing a culture of continued process improvement and sales excellence.
• Manage Sales Forecasting
• Manage Pipeline management (through SalesForce.com)
• Author and implement Sales strategy – assessing progress and actions
• Manage Budgeting
• Collaborate with other WK business units and third-party partners
• Develop a team that embraces an organized, analytical, and structured approach to sales
• Develop and execute regional sales strategies, implement regional marketing and sales (action) plans that support the goals & objectives of the business, and produce long-term growth and success
• Maintain, develop and strengthen an excellent collaboration with the other members of the sales team and other groups in the company such as Product Management, Finance, Technical Support and Marketing
• Work with Product Management team in North America to determine viable new products for the markets
• Travel 30-50%

Benefits

• Significant commission in addition to base salary
• Medical, Dental, & Vision Plans
• 401(k)
• FSA/HSA
• Commuter Benefits
• Tuition Assistance Plan
• Vacation and Sick Time
• Paid Parental Leave
• Well-being benefits (tools, programs, and resources to help diverse employees feel healthy, happy, safe, and prosperous)
• Global Together we thrive well-being program (reflects commitment to supporting colleagues across physical, mental, social, and financial well-being)

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Number of Employees: 5,001-10,000 employees