Director of Sales, IdenTrust

Assa Abloy-posted 3 months ago

$170,000 - $179,000/Yr

Full-time • Director

Salt Lake City, UT

5,001-10,000 employees

Administrative and Support Services

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HID is looking for a leader who will be responsible for developing/closing business for its PKI & IoT Services Business Unit. The ideal candidate for this role will have a proven track record in Public Key Infrastructure (PKI) Services and Solutions across different verticals using a 'Buy Now' e-commerce web model via solutions partners, and direct end user sales while managing a team of high performing individual sales persons. The candidate will also have recent experience in 'hunting' new solutions partners and end-user customers for information security related cloud services.

Leading and managing a Sales Team (2-6 total) of individual salespersons, pre-sales engineers, and customer relationship managers focusing on North America to grow 15%+ YOY on a $25M/year business providing Digital Certificates for authentication, digital signing, and encryption.
Identifying new use cases and user communities that can leverage IdenTrust Digital Certificates, generating $1-1.5M in annual recurring revenue from net new customers and partners.
Identifying and resolving blockers for the Sales Team while motivating and energizing them to exceed sales quotas.
Minimizing turnover of the Sales Team while recruiting and training new or replacement/backfill roles.
Forecasting target sales/revenue and bookings/orders for the assigned book of business in collaboration with Sales Team, PKI & IoT Services Leadership, and stakeholders.
Collaborating cross-functionally with Product Management, Marketing, Service Operations, Customer Service, Legal, and Business Leadership to equip Sales Team with tools and assets to drive new business and reduce churn.
Forecasting and tracking weekly, monthly, and quarterly sales and orders, and monitoring individual sales activities to ensure high productivity and adherence to HID sales hygiene standards.
Contributing to a team quota of $25M+ annually, including $5-7M from enterprise customers and the remainder from e-commerce, with $5-8M in new customer quota.
Owning an individual quota of $1.5M from new customers and $5-6M from existing customers, while generating and closing new sales opportunities from lead generation through contract negotiation.
Building a qualified sales pipeline with a total funnel value 3x the assigned individual quota and accurately forecast and report opportunity progress and expected closings.

BS/BA, or equivalent education plus relevant industry experience.
Minimum of 5-7 years of experience in Sale of Information/cyber security services via e-commerce 'Buy Now' model, and/or Cloud Services.
3+ Years Sales management experience for a 3+ person team focused on selling e-commerce based security service and/or cloud services.
Experience working with direct end users as well as partners and understanding of both direct and channel centric go to market approach.
Must have experience as a hunter of net new customer opportunities.
5+ years individual contributor sales experience in closing deals in at least 2 verticals from Finance, Healthcare, Government, and/or Mid-Enterprise for the following products or services (in order of preference); Digital Certificates, Certificate Authority services, PKI Services, Information/cybersecurity Software, Enterprise SaaS and/or Enterprise Cloud Services.
Bring to the table actionable preferred rolodex in North America of IT or IS decision makers.
A proven track record of building, scaling, enabling and managing Sales Teams with lead generation, opportunity qualification, and closing of new business.
A proven track record of a minimum of $2.0M annual new business direct quota achievement.
Experience working in a matrixed organization or managing cross-functional teams.

Competitive salary and rewards package
Competitive benefits and annual leave offering, allowing for work-life balance
A vibrant, welcoming & inclusive culture
Extensive career development opportunities and resources to maximize your potential
To be a part of a global organization that is pioneering the hardware, software and services that allow people to confidently navigate the physical and digital worlds

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