Director of Sales

Macedon Consulting•Reston, VA

16h•Remote

About The Position

Macedon is a business process & AI solutions company. Specifically, we work on mission-critical programs where the cost of failure is high and time matters. Our dynamic teams combine business-process expertise and the right technology to build dependable solutions fast. We’re best suited for high-impact initiatives, not short-term or transactional pilots. Position Overview: Working in a fast-paced innovative environment, the Director of Sales will be empowered to sell bespoke workflow and business process application solutions and services to prospective new organizations. Manage sales through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning. Drive sales strategies and goals to support Macedon’s growth Work closely with pre-sales resources and professional services to develop solution proposals encompassing all aspects of the business applications. Participate in the creation, presentation and sale of a complete value proposition via the telephone, internet, and customer meetings. Work on developing and selling through Macedon’s sales and delivery partners. Focusing on early engagement with opportunities to ensure delivery of Macedon’s value proposition. Manage customer expectations and contribute to a high level of customer satisfaction. Monitor customer, market and competitor activity and provide feedback to the company leadership team and other company functions. Work closely with Marketing to establish successful support, channel and partner programs. Manage and participate in sales, marketing, and business development activities to achieve quarterly and annual goals. Develop and nurture sales channels, including software vendor and service partnerships. Provide detailed and accurate sales forecasting to the executive team.

Requirements

The ideal candidate must have a university degree/college diploma or equivalent work experience.
7 or more years of sales experience with focus on large strategic accounts including applications sales experience.
Successful sales track record.
Experience selling custom solutions
5-10 years inside or outside sales experience selling PaaS-based and SaaS solutions.
A strong understanding of Accounting Solutions, Business Solutions, ecommerce, ERP or CRM in a sales capacity is essential, as well as the ability to negotiate pricing and contractual terms to close a sale.
Candidates must be results-driven with proven ability to sell and project a positive, professional attitude.
The candidate must be able to effectively communicate in English with internal and external clients through all available mediums.
High Energy.
Ability to work in a team environment.
Ability to travel between 30-50%

Nice To Haves

Experience with Appian or other low-code platforms
Background in Financial Services, Manufacturing, or Distribution
Familiarity with AWS/public cloud sales environments
Channel or partner sales experience

Responsibilities

Manage sales through prospecting, lead qualification, forecasting, resource allocation, account strategy, and planning.
Drive sales strategies and goals to support Macedon’s growth
Work closely with pre-sales resources and professional services to develop solution proposals encompassing all aspects of the business applications.
Participate in the creation, presentation and sale of a complete value proposition via the telephone, internet, and customer meetings.
Work on developing and selling through Macedon’s sales and delivery partners.
Focusing on early engagement with opportunities to ensure delivery of Macedon’s value proposition.
Manage customer expectations and contribute to a high level of customer satisfaction.
Monitor customer, market and competitor activity and provide feedback to the company leadership team and other company functions.
Work closely with Marketing to establish successful support, channel and partner programs.
Manage and participate in sales, marketing, and business development activities to achieve quarterly and annual goals.
Develop and nurture sales channels, including software vendor and service partnerships.
Provide detailed and accurate sales forecasting to the executive team.
Primary job duty is to sell business applications software/solutions and related services to prospective and existing customers.
Manage sales through forecasting, account resource allocation, account strategy, and planning.
Develop solution proposals encompassing all aspects of the application.
Participate in the development, presentation and sales of a value proposition.
Negotiate pricing and contractual agreement to close the sale.
Identify and develop strategic alignment with key third party influencers