Director, Enterprise Sales

Park Place Technologies • Denver, CO • 2h ago

Description

The Director, Enterprise Sales is responsible for leading a team of Sr./Enterprise Account Managers in development of Fortune 500 and enterprise accounts.

What you'll be doing:

Works with Sr./Enterprise Account Managers to develop a complete understanding of each F500 and enterprise accounts including divisions, business units, organizational charts, purchasing process and decision-making hierarchy.

Maximizes account penetration by leading the solution selling and creative problem-solving efforts in target and installed base accounts.

Works closely with Territory and Channel Sales leadership on joint selling accounts to document, prioritize, and execute account level business development plans.

Works with Strategic Account Directors to research, qualify, and prioritize new business opportunities in a defined set of accounts, while successfully executing account acquisition plans. Gather information on the client's business processes, critical success factors, and competitive standing through a proactive consultative sales approach.

Develop business relationships in conjunction with Strategic Account Directors at all levels of the client organization.

Accountable for meeting or exceeding assigned sales objectives and revenue quotas, maintaining existing and building new revenue within named account base.

Leverages the entirety of Park Place capabilities to drive maximum value in the client account, maximize share of wallet, and increase switching costs as appropriate.

Participate in Quarterly Business Review (QBR) and ensure Strategic Account Directors maintain accurate and timely account plans and reviews with the client and senior level management.

Structure presentations, offerings, and contract negotiations (e.g. MSAs, Pricing Addendums, etc.) that move the customer toward purchase.

Ensure Park Place Sales Methodology and sales processes are adhered to: Deal Reviews, CRM compliance, Pursuit Drills, Loss Interviews, QBR's, etc.

Collaborate cross functionally within Park Place to ensure appropriate resources are engaged to in account development.

Accurately forecast account sales and maintain pipeline opportunity reports and CRM.

Earn Park Place the status of a "Trusted Advisor" in the eyes of the account.

Understand the products, territory, accounts, industry, marketplace, business plan, objectives, business drivers, initiatives, requirements and factors critical to success.

Work with the marketing group and support team to implement marketing plans.

Grows team through actively taking part in interviewing and hiring future team members.

Provide ongoing performance and general feedback to direct reports.

Provide daily coaching and guidance.

Weekly or Bi-Weekly 1-on-1 meetings with each direct report.

Address employee time off requests and approve timecards (if applicable) weekly.

All other management duties as assigned.

What we're looking for:

10+ years sales experience in Enterprise Accounts.

5+ years directly related sales management experience highly preferred.

Extensive work experience in navigating all levels of enterprise class accounts.

Ability to deal well with stress and difficult situations where desired results and outcomes must be achieved.

Strong business acumen and executive presence.

High level of verbal communication skills.

Strong management, organizational, decision-making, and presentation skills required.

Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers and influencers at multiple levels.

Bonus Points:

N/A

Education:

Bachelor's Degree required.

Travel:

50% - 75%

Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.

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