Partnerships Specialist
Ncontracts
Director of Sales
ASSA ABLOY Opening Solutions
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $170,000 - $179,000 per year
Job Level
Lead
Tech Stack
CloudCyber SecurityIoT
About the role
- Leading and managing a Sales Team (2–6 total) of individual salespersons, pre-sales engineers, and customer relationship managers focusing on North America to grow 15%+ YOY on a $25M/year business providing Digital Certificates for authentication, digital signing, and encryption.
- Identifying new use cases and user communities that can leverage IdenTrust Digital Certificates, generating $1–1.5M in annual recurring revenue from net new customers and partners.
- Identifying and resolving blockers for the Sales Team while motivating and energizing them to exceed sales quotas.
- Minimizing turnover of the Sales Team while recruiting and training new or replacement/backfill roles.
- Forecasting target sales/revenue and bookings/orders for the assigned book of business in collaboration with Sales Team, PKI & IoT Services Leadership, and stakeholders.
- Collaborating cross-functionally with Product Management, Marketing, Service Operations, Customer Service, Legal, and Business Leadership to equip Sales Team with tools and assets to drive new business and reduce churn.
- Forecasting and tracking weekly, monthly, and quarterly sales and orders, and monitoring individual sales activities to ensure high productivity and adherence to HID sales hygiene standards.
- Contributing to a team quota of $25M+ annually, including $5–7M from enterprise customers and the remainder from e-commerce, with $5–8M in new customer quota.
- Owning an individual quota of $1.5M from new customers and $5–6M from existing customers, while generating and closing new sales opportunities from lead generation through contract negotiation.
- Building a qualified sales pipeline with a total funnel value 3x the assigned individual quota and accurately forecast and report opportunity progress and expected closings.
Requirements
- BS/BA, or equivalent education plus relevant industry experience
- Minimum of 5-7 years of experience in Sale of Information/cyber security services via e-commerece ‘Buy Now’ model, and/or Cloud Services.
- 3+ Years Sales management experience for a 3+ person team focused on selling e-commerce based security service and/or cloud services.
- Experience working with direct end users as well as partners and understanding of both direct and channel centric go to market approach.
- Must have experience as a hunter of net new customer opportunities.
- 5+ years individual contributor sales experience in closing deals in at least 2 verticals from Finance, Healthcare, Government, and/or Mid-Enterprise for the following products or services (in order of preference); Digital Certificates, Certificate Authority services, PKI Services, Information/cybersecurity Software, Enterprise SaaS and/or Enterprise Cloud Services.
- Bring to the table actionable preferred rolodex in North America of IT or IS decision makers.
- A proven track record of building, scaling, enabling and managing Sales Teams with lead generation, opportunity qualification, and closing of new business.
- A proven track record of a minimum of $2.0M annual new business direct quota achievement.
- Experience working in a matrixed organization or managing cross-functional teams.
Benefits
- Competitive salary and rewards package
- Competitive benefits and annual leave offering, allowing for work-life balance
- A vibrant, welcoming & inclusive culture
- Extensive career development opportunities and resources to maximize your potential
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
sales managementlead generationopportunity qualificationclosing dealsforecastingsales trackingdigital certificatescybersecurity servicescloud servicese-commerce
Soft skills
leadershipteam motivationcross-functional collaborationproblem-solvingcommunicationrecruitmenttrainingcustomer relationship managementstrategic thinkingperformance monitoring
