Position: VP/Director of Sales
Location: Remote
Compensation: Competitive Base Salary + Commission
Client:
SMG is an enterprise-level experience management (XM) provider that offers a software with a service (SwaS) solution—uniquely combining technology with hands-on professional services to help organizations generate new revenue, grow existing revenue, reduce churn and detractors, and drive operational efficiencies. By delivering insights across the enterprise and measuring experiences at every touchpoint, our differentiated partnership model helps clients change the way they do business.
About The Role:
The VP/Director of Sales (tbd based on experience) is responsible for leading new Enterprise sales pursuits from qualified lead to finish in order to meet aggressive new client growth objectives and support SMG’s overall corporate strategy. This position will drive new client opportunities to closure across one or more of SMG’s primary verticals (retail, restaurant, or services).
CANDIDATE ATTRIBUTES
- This individual should be a fierce competitor able to lead pursuits from the front, but also be a team player who can engage other specialized teams (e.g., Solution Engineering, Marketing, etc.)
- A believer in the value and benefits of a strong, clear sales process, and the proven ability to be successful in a system-oriented sales environment
- Possesses the experience and intellectual capacity to understand the complexities of mid-market company’s business. Able to quickly develop an understanding of the key value drivers and key performance metrics of the prospect.
- “Drive for results” orientation with a strong work ethic. Able to prioritize the important over the urgent and navigate competing stakeholder agendas to close agreements.
- High degree of intellectual curiosity – Innately curious to uncover new ideas, learn new things, and understand optimal solutions to client problems.
- Courageously committed to success – Willing to be uncomfortable and push beyond the known, safe, and predictable to secure a winning deal for client and company.
- Capable of persuading others to change their minds or behavior, while actively looking for ways to help people / companies achieve great business outcomes.
KEY ACCOUNTABILITIES
- Attains assigned quarterly and annual quota through closure of mid-market ($90k to >$600k) Annual Contract Value (ACV) new clients
- Negotiates effectively, generating support and cooperation from a variety of key stakeholders to close deals that contribute to the defined revenue and growth targets
- Guides prospects by demonstrating market expertise, and client awareness to uncover business needs. Understands the way influence flows through the organization, budget is developed and allocated, decisions get made, change is implemented, and investment decisions are approved
- Responsible for accelerating the sales cycle, understanding the organizational landscape, decision criteria, risk associated with change while securing buy-in and alignment across multiple stakeholders
- Directs cross-functional teams to marshal resources, architect the narrative and lead sales activity for new pursuits
- Leads with authority to quickly identify value proposition, establish fit and outline SMG’s differentiation in the marketplace
- Maintain up-to-date and accurate recording of sales activities within the corporate CRM platform on a daily basis, not because the administrative work checks a box, but because you know that without you sharing the status of important sales cycle activities it is impossible for your leader to be the best possible coach.
- Provides insightful feedback to the organization on their assigned clients’ buying criteria and defines the client-specific messages and message delivery strategies to position SMG ahead of competitors in the minds of the clients against those criteria.
TO BE SUCCESSFUL
- A proven track record of 5+ years in sales with demonstrated success closing $90k+ USD annual contract value software subscription deals
- Strong understanding of a structured consultative strategic selling process (e.g., Franklin Covey or similar)
- Bachelor’s degree (or equivalent experience) required
- Senior-level contacts in the vertical(s) you will be selling to. Ability to nurture and develop new and existing client relationships.
- Experience in the area of customer and/or employee experience
- Expert-level executive presentation skills with experience & comfort being in the spotlight and dealing with C-level audiences
- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate
- Using logic and reasoning to identify the strengths and weaknesses of alternative solutions, conclusions or approaches to problems
- Comfortable in daily use of the applicable component of SMG’s MarTech stack (CRM, LinkedIn Sales Navigator), and – upon occasional need – to leverage our prospecting tools when the sate of our pipeline’s health requires exceptional attention (Outreach, ZoomInfo, Sendoso, etc.)
- Comfortable in a Remote-First environment, hitting goals by Zoom and other remote means the majority of the time. As occasionally required, the ability to travel as needed (1-2 conferences or trade shows per annum at most, and occasional prospect-facing travel) – not more than 25%
Service Management Group is an Equal Opportunity Employer
ABOUT T SQUARED
T Squared provides organizations with high caliber sales, marketing and general management professionals on a national retained search, interim staffing and pipeline management basis. The firm was founded in 2009 with headquarters in Denver, CO. For more information, visit www.tsquaredgroup.com.