Director, Sales and Marketing

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About The Position

As Director of Sales and Marketing you are responsible for leading our business strategy for long-term growth by developing the sales and marketing strategies for the business. You will have a focus on sales effectiveness, developing talent and creating rich customer partnerships that will drive growth in our businesses. The role is highly cross-functional and requires a candidate that enjoys navigating ambiguity, aligning executive stakeholders, and collaborating with geographically dispersed teams. You are a highly visible leader that will create a results-oriented, innovative, best-in-class sales organization.

Requirements

Minimum seven (7) years of work experience leading sales teams in software/technology companies, in a customer-facing role.
Prior experience managing a P&L.
Demonstrated experience managing Account Managers, Customer Success Managers, Business Development Managers, and Marketing
Proven success selling EAM and/or ERP systems to enterprise clients.
Bachelor’s/Master’s in Sales, Business, or Marketing.
Effective presentation ability to influencers, senior executives, and industry audiences.
Ability to travel up to 50%, globally.

Nice To Haves

Experience working in a customer-facing role within the transit technology industry.
Practical experience with Pragmatic Marketing and its application.
Organizational change management certification/training.

Responsibilities

Sales Leadership & Execution
Achieve strong year-over-year bookings results to drive organic growth for the business.
Set, meet, and exceed quarterly and yearly sales quotas and objectives.
Measure, coach, mentor, and top-grade the sales and marketing team to ensure targets are met and surpassed.
Proven track record of leading, motivating, and managing a sales and marketing team.
Set performance goals to grow the team professionally and identify successors.
Team leadership of Customer Success Managers (CSMs), Business Development Managers (BDMs), Account Executives (AEs), Sales Engineers, and Marketing
Report on sales progress, activity, highlights, lowlights, and insights on a monthly basis.
Manage escalations from customers and the sales team effectively by working with peers and taking decisive action, as appropriate.
Account Management & Customer Success
Lead and develop a high-performing Account Management team, ensuring strong customer relationships and retention.
Directly manage and mentor a group of Customer Success Managers (CSMs), fostering a culture of proactive customer engagement and value delivery.
Oversee the execution of account plans, renewal strategies, and expansion opportunities within existing accounts.
Business Development Management
Manage Business Development Managers (BDMs) through the entire sales cycle, from lead generation to deal closure and contracting.
Ensure BDMs are equipped with the tools, training, and support needed to identify, qualify, and win new business.
Monitor and optimize the performance of the sales team, providing coaching and guidance to achieve and exceed targets.
Industry Experience
Drive sales of Enterprise Asset Management (EAM) leveraging deep industry knowledge and solution expertise.
Demonstrate a track record of success selling complex software solutions to enterprise clients.
Sales Operations & Data
Scrub sales data (predominantly Salesforce) to ensure accuracy
Establish and reinforce sales guidance and policy as it pertains to the consultative selling process, account planning, and required data capture.
Go-To-Market (GTM) & Marketing
Collaborate with Product and Marketing to ensure alignment with product strategies and GTM plans.
Accountable for the creation and delivery of Product team-aligned Go-To-Market plans (GTMs), with a focus on sales execution.
Participate in select marketing-related events, trade shows, and campaigns to build a strong reputation and brand.
Accountable for integrated delivery across marketing channels (web, blog, email, social, media etc.) as defined by GTMs.
Ensure that Trapeze delivers, sponsors, participates, and attends appropriate industry events
Account for the analysis, delivery of results and insights based on marketing data.
Accountable for defining and reporting on key targets, scorecards, and measures pertaining to: scorecards, key KPIs, Brand, GTM effectiveness, Channel Effectiveness, Event effectiveness etc.