US Sales Director

Avantra•Uz, US

9d•Remote

About The Position

The Sales Director, US is responsible for net new and upsell business in their specific region of the North American market and coordinating with our global marketing team on regional initiatives. The responsibilities will include managing existing accounts, but with a focus on landing net new customers. You will need to create a strategy in your area to deliver net new sales, ensure you have a balanced pipeline, deliver business development and bring in new logos, as well as upselling to existing customers. You will liaise with sales leadership, business development, solution engineers and marketing to deliver this strategy. The ability to deliver predictable results on a quarterly basis is important.

Requirements

Minimum 5 years enterprise software sales experience, specifically selling systems management software.
Great communication skills, collaboration, and ability to navigate a matrixed organization
Proven track record of exceeding annual quotas in excess of $1M ARR
Bachelor’s Degree
Ability to travel (50%) throughout the assigned region, the United States, and globally for sales related activities including but not limited to, customer/rospective customer sales meetings, trade shows, and internal company meetings and events

Nice To Haves

Technical acumen, a plus
Experience selling to the Automotive, Retail, and Manufacturing Industries, a plus
Experience in the SAP Ecosystem, a plus but not necessary

Responsibilities

Drive revenue by meeting and/or exceeding sales quota on a monthly and quarterly basis
Develop and execute a regional sales strategy, emphasis on net-new enterprise and/or MSP customers for Avantra in the assigned region (a minimum of 1 new customer per quarter)
Work closely with the Business Development Representative to identify targets and sales opportunities, assist with nurture and handover at appropriate time
Work collaboratively with solution engineers and senior management to maximize the conversion rate on prospect opportunities
Renew and upsell existing customers
Manage sales process through qualification, needs analysis, product demonstration, negotiation, and close
Manage a rolling pipeline with accuracy in forecasting to Senior Management as required (i.e. – monthly, quarterly, annually)
Develop and maintain a high-level knowledge and understanding of Avantra’s products
Serve as the CEO of your territory and maintain a solid knowledge of marketplace, competitive offerings, and other business issues relevant to the position
Foster relationships with Avantra partners and other third parties to increase opportunities
Maintain a close relationship with key Avantra influencers and key Avantra reference customers to assist in the closing of new business and for key marketing events in your region
Work with field marketing to identify appropriate marketing events and sponsorship opportunities e.g. SAP conferences, user groups, conference speaking opportunities, etc.
Develop and refine sales proposal materials, presentations, demos, case studies
Identify opportunities for, and support strategic discussions on, product pricing, product development and new service offerings to enable Avantra to increase revenue and market share
Provide support to the broader Avantra management team to ensure the order to cash process is effective and aligned to the billing processes within the MSP target client base.
Identify new revenue opportunities within the existing customer base
Ensure customer retention rates are maintained at a high level, developing new retention initiatives as required
Provide feedback and expert insight to internal cross-functional teams with regard to product, selling, competition, etc. matters
Be an active team player both on the sales team and throughout Avantra to help achieve wider company objective