Director, Sales - Americas - TeamMate

Wolters Kluwer

13d ago

Job
Full-time
Expert Level
Sales & Business Development
Business, Operations & Strategy
New York
Quick Apply

AI generated summary

You need a 4-year degree, 10+ years of sales leadership, enterprise sales experience, Salesforce proficiency, strong hiring skills, strategic mindset, and excellent communication abilities. Frequent travel required.
You will lead sales strategy, manage the full sales cycle, recruit and motivate the sales team, ensure client satisfaction, and drive revenue growth while collaborating across departments.

Requirements

Education: 4-year degree or equivalent combination of education and work experience required.
Related experience:
10+ years’ experience and a proven record in sales leadership with considerable experience reinventing sales teams and driving a high growth and accountable sales culture
Enterprise Sales experience interacting and partnering with the C-Suite of all various sized corporations, public/government companies, as well as experience with government contracting processes
Significant experience with Salesforce.com
Strong track record of hiring and growing exceptional sales teams
Hands-on experience strategizing and negotiating complex sales deals
Ability to operate at both a strategic/conceptual level and at a detailed, operational level.
Metrics driven; highly disciplined process orientation
Outstanding communication, presentation, networking, and organizational skills
Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders
Engaging leadership style that builds and sustains credibility with staff, colleagues, clients and other stakeholders
Must be authentically honest and ethical. There is a bias towards executives who are smart, passionate, energetic, and results focused
Possesses strong will to achieve
Ability to bring instant validation and market presence to the table
TRAVEL REQUIREMENTS
Frequent travel required to our various Wolters Kluwer locations and work in the field with customers and sales teams
Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Responsibilities

The Director, Sales will report to the SVP & GM and is responsible for delivering the quota required from the selling channel
Responsible for setting up the Americas regional go-to market strategy in cooperation with marketing and manages the full sales cycle from lead generation to contract closing, following an enterprise sales process
Recruiting, evaluating, and motivating a top sales organization for the Americas region within TeamMate
Implement account planning for existing clients that results in high client satisfaction & retention rates while establishing specific revenue growth plans for each account that can be measured quarterly and annually and are reflected in quota plans
Institute a systematic cross-sell/upsell/lifecycle management process yielding significant gains
Develops and executes strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
Responsible for achieving software & services sales quota including on premise / cloud mix
Responsible to deliver the assigned quota for software and service sales, and the weekly, monthly, quarterly and annual forecasts
Set a strong sales management process, including pipeline reviews and sales forecasts
Assures the correct usage of Salesforce.com for the entire team
Support the sales region in complex sales taking part in customer calls/meetings
Together with the Marketing Director, define the local go to market plan including local PR and brand awareness program, lead generation, sales management
Drive the channel partnerships within region setting a channel strategy and controlling the execution and growth of the relationships (focused on Latin America)
Aligns all the different components of the sales cycle (marketing, inside sales, pre- sales, sales and channel) making sure that they cooperate together
Set a collaborative environment, shares objectives and work plans
Support and communicate sales compensation programs that reward the right sales performance, including, but not limited to, achieving quarterly and annual sales targets, and that establishes profitable client contractual relationships that align with the company’s policy and business objectives
Manage the hiring plans, and assures that the team is on boarded and continuously trained to achieve top performance
Manage approved sales compensation plans and provide input to the Sales Compensation process
Be a member of the TeamMate Leadership team, participating in strategic and organizational discussions
Other duties as required

FAQs

Is this a remote position?

Yes, this role is a remote position with a strong preference for candidates based in the East Coast time zone or Midwest locations.

What will be the primary responsibility of the Director, Sales?

The primary responsibility will be to accelerate the growth of software and services sales results for the Americas region, which includes Canada, the United States, and Latin America.

Who will the Director, Sales report to?

The Director, Sales will report to the Senior Vice President & General Manager.

What is the size of the team that the Director, Sales will manage?

The Director, Sales will manage a team that includes approximately 30 employees, encompassing Field Sales, Inside Sales, and Pre-Sales personnel.

What qualifications are needed for this role?

A four-year degree or an equivalent combination of education and work experience is required, along with a minimum of 10 years of sales leadership experience.

Will the role involve travel?

Yes, frequent travel is required to various Wolters Kluwer locations and to work in the field with customers and sales teams.

What experience is preferred for candidates applying for this position?

Candidates should have extensive experience in enterprise sales, interacting with C-Suite executives, and a strong track record in hiring and growing successful sales teams.

What tools and systems should candidates be familiar with?

Significant experience with Salesforce.com is required for this role.

What is the compensation range for this position?

The target salary range for this position in specific states (CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA) is $189,950 - $268,900.

What key qualities should candidates possess?

Candidates should demonstrate an engaging leadership style, be metrics-driven, possess outstanding communication skills, and have a strong ethical foundation.

Wolters Kluwer

When you have to be right

Technology

Industry

10,001+

Employees

Mission & Purpose

Wolters Kluwer (EURONEXT: WKL) is a global leader in professional information, software solutions, and services for the healthcare, tax and accounting, financial and corporate compliance, legal and regulatory, and corporate performance and ESG sectors. We help our customers make critical decisions every day by providing expert solutions that combine deep domain knowledge with specialized technology and services. Wolters Kluwer reported 2022 annual revenues of €5.5 billion. The group serves customers in over 180 countries, maintains operations in over 40 countries, and employs approximately 20,000 people worldwide. The company is headquartered in Alphen aan den Rijn, the Netherlands.