Director, Sales

Solera; United States; Remote; USD 100,000 - 160,000; Full time

Job summary

An established industry player is seeking a dynamic Director of Sales for the West Coast to lead a team of remote sales professionals. This role is pivotal in driving new business growth and requires a seasoned leader with a proven track record in enterprise-level solutions. You'll be responsible for overseeing the entire sales lifecycle, from pipeline management to customer engagement, ensuring your team meets its goals. If you're passionate about sales and ready to make a significant impact in a fast-paced environment, this is the opportunity you've been waiting for.

Qualifications

• 10+ years of experience selling to C-level executives.
• 5+ years of experience managing a field sales team.

Responsibilities

• Lead and mentor a remote sales team to achieve new business growth.
• Develop and execute sales strategies to meet quotas.
• Manage sales processes and maintain high customer satisfaction.

Skills

Sales Leadership

Consultative Selling

Negotiation Skills

Communication Skills

Presentation Skills

Pipeline Management

Tools

Salesforce.com

Job description

Director of Sales, New Business / West Coast

Who We Are

Solera is the global leader in vehicle lifecycle management software-as-a-service, data, and services. Through four lines of business – vehicle claims, vehicle repairs, vehicle solutions, and fleet solutions – Solera is home to many leading brands in the vehicle lifecycle ecosystem. Solera empowers its customers to succeed in the digital age by providing them with a “one-stop-shop” solution that streamlines operations, offers data-driven analytics, and enhances customer engagement. Solera serves over 300,000 global customers and partners in 100+ countries.

The Role
The Director of Sales, New Business will provide leadership and guidance to a team of remote sales professionals (account executives) in regional markets in the U.S. and will be responsible for achieving established sales team goals. The Director of Sales, New Business will focus on new business growth for the organization and will be responsible for the team’s management of the entire life cycle of the sales process including pipeline management, product presentations, proposal development, negotiations, and contracting.

What You’ll Do

1. Lead and mentor a team of sales professionals in identifying, qualifying, developing, and closing net new business opportunities for software products and services.
2. Oversee team’s sales activity and ensure a full pipeline of activity is consistently maintained for the region.
3. Develop and execute a business plan and sales strategy for the sales team that ensures tactical penetration and attainment of sales quotas for new business.
4. Manage tight, organized sales processes with quality forecasting and operational performance.
5. Develop compelling value propositions based on ROI cost/benefit analysis.
6. Coordinate and qualify “Proof of Concept” studies for prospects through the Solutions Engineering Team.
7. Serve as a main point of contact for the escalation of customer service issues and maintain high levels of customer satisfaction and loyalty.
8. Manage account and contact information through the entire sales lifecycle process using Salesforce.com.
9. Remain highly knowledgeable of company’s products and target industries to facilitate sales efforts.
10. Promote and highlight company’s success in the market.
11. Interact with cross-functional business leadership teams.
12. Up to 75% travel required.

What You’ll Bring

EXPERIENCE:

1. Minimum of 10 years’ experience selling Total Value of Ownership at the C-level or to business ownership and stakeholders.
2. Minimum of 5 years’ experience managing a field sales team selling enterprise-level solutions.

KNOWLEDGE/SKILLS/ABILITIES: Knowledge of business software applications industry and/or business-to-business background. Understanding of supply chain management, logistics, transportation, or wholesale distribution industries. Proven sales leadership, self-starter mentality, determination, and a verifiable track record of increasing sales, revenue, and profitability. Strong leadership skills with an entrepreneurial spirit. Excellent consultative and competitive sales skills. Outstanding presentation, facilitation, communication, and negotiation skills. Mature sales execution capabilities and experience.