Director of Sales acquiring and expanding mid - market customers for Fulfillment IQ’s supply - chain technology and consulting services. Owning the full sales cycle across consulting, transformation, and implementation.
About the role
- Director of Sales responsible for driving sales strategy and managing a high-performing sales team. Expanding market presence in Canada with a focus on technology services.
Responsibilities
- Hire, Lead, motivate, and develop a high-performing sales team.
- Set clear objectives and performance expectations for the sales team.
- Provide coaching, training, and support to ensure the team meets their targets.
- Conduct regular performance reviews and implement development plans for each account executive and demonstrate and active performance management approach.
- Activate the ecosystem partners in the region to execute co-selling initiatives; experience working with leading OEMs (i.e. Microsoft, HPE, Dell, Cisco, Lenovo, Arctic Wolf and others) is preferred.
- When appropriate, hire account executives that meet the Blue Mantis success profile.
- Develop and execute a comprehensive sales strategy for the region to achieve and exceed the assigned sales targets across lines of business and GTM practice disciplines.
- Analyze market trends and competitors to identify opportunities and threats.
- Work closely with the Sales & GTM leadership team to execute the identified sales plays targeted at existing customers and a list of target accounts.
- Participate in client meetings, engagement and executive relationships are essential for a lead-from-the-front style sales executive.
- Closely monitor and drive accelerated performance via territory/account management while balancing portfolio of solutions across business lines.
- Expanding anchor accounts as critical as new account penetration.
- Ensure operational excellence relative to forecast and pipeline management within SFDC and Gong.
- Manage the sales budget and ensure efficient allocation of resources, and monitor T&E to ensure alignment with budget and corporate policy.
- Implement and monitor sales metrics to measure and accelerate team performance and effectiveness.
- Meet and exceed assigned quarterly targets.
- Collaborate with other departments, such as marketing, business development, partner management, and presales to ensure a cohesive approach to sales and customer engagement.
- Communicate effectively with the executive team, providing regular updates on sales performance, market conditions, and help needed.
Requirements
- Track record of leading teams to over quota performance
- Strong network of contacts – customers and partners and potential employees
- Solution selling expertise – MEDDICC based discipline in positioning both products and services
- Experience driving new MRR growth – managed services, cloud services, carrier services, and recurring PS
- Bachelor’s degree, or > 10 years of successful performance in the IT industry
- ServiceNow experience Preferred
- Requires ability to travel to customer/partner locations and Blue Mantis offices as appropriate. Must possess and maintain a valid, clean driver's license or the ability to secure reliable and timely transportation as required.
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