Director, Sales

Summary

The Director of Sales is responsible for coordinating and developing all activities related to the sale of the organization’s products and services and achieving sales and profitability quotas in that region. This role provides direction and leadership to the sales team. This includes building, developing, and directing the team to ensure high customer satisfaction and the achievement of sales goals. The Sales Director is responsible for developing a comprehensive understanding of the current market to formulate sales strategies to achieve the sales team quota. The Sales Director is responsible for timely and accurate forecasting of the team’s revenue to coincide with OneStream’s obligation to report results on a quarterly basis. The Sales Director works with business partners across all departments to successfully navigate the sales cycles the role supports and does this with trust, respect, and accountability to achieve quotas.

Primary Duties and Responsibilities

• Set the plan for named account territory.
• Hire and develops Account Managers.
• Mentor the team on the importance of accurate and timely forecasting leveraging published OneStream standards.
• Provide timely and accurate team forecasts.
• Develop and adheres to business plans to achieve the vision.
• Forecasts and tracks sales of Commercial and Enterprise level named accounts.
• Conduct analysis to determine pricing and terms of related products and services within the current market, and customer needs and preferences.
• Leverage existing base of industry/partner contacts and clients as points-of-access to promote OneStream products and services.
• Mentor the team on cultivating new Enterprise-level named accounts as well as maintaining existing account relationships to achieve team sales targets.
• Mentor the team to conduct research into potential new clients to develop effective sales strategies in preparation for initial engagement.
• Facilitate a high-profile presence in the marketplace through the development of long-term client relationships/partnerships.
• Guide the team to develop comprehensive proposals in response to client RFQ/RFP’s.
• Serve as a leader of OneStream product knowledge and industry knowledge/trends, always adhering to OneStream’s goal of 100% customer success.
• Serve as a strategic business partner to all other departments within the organisation to successfully achieve collective goals of the organisation.

Required Education and Experience

• Four-year college degree in fields such as Business Administration, Marketing, or equivalent work experience.
• Minimum of 3-5 years’ experience as a sales manager, sales leader, or in a related occupation specifically in B2B selling across Enterprise.
• Experience working in a consultative capacity with C-level customers on complex cloud-based solutions.
• Extensive customer service experience in assessing and evaluating customer needs and satisfaction and meeting specified standards with respect to products and services.
• Demonstrates exceptional oral and written comprehension, communication, and presentation skills.
• Experience demonstrating, promoting, and selling products/services.
• Knowledge and experience with marketing/sales strategy and tactics.
• Knowledge of administration, business, and management principles.
• Experience with MS Office, as well as Customer Relationship Management software and other analytical or project management tools.
• Extensive experience working in a team environment.
• Track record of exceeding revenue goals.
• Fluent in Italian and English.

Preferred Education and Experience

• Prior sales experience in the software industry, especially within the CPM/EPM industry.
• Experience with Salesforce is preferred.
• Working knowledge of Accounting, Finance and Corporate Performance Management

Knowledge, Skills, and Abilities

• Professional.
• Strategic.
• Capable of building rapport with C-level executives and customers.
• Highly organized.
• Tech-savvy.
• Able to understand and react to customer needs.
• Flexible and adaptable.
• Goal driven.
• Able to develop and lead a high-performing team.
• Leadership coaching.

Supervisory Responsibilities

• This position is responsible for 5+ FTE.

Travel

• Travel Requirement: Regular travel is upwards of 50% for this position.