Managed IT Services Sales Expert driving new and existing customer growth in the DACH region. Collaborating with cross - functional teams to deliver custom IT solutions and services.
About the role
- Area Director responsible for driving sales and business growth for AuditBoard in EMEA market. Leading strategic accounts and sales teams, focusing on high-value deals and customer engagement.
Responsibilities
- Drive portfolio business of high velocity new “lands,” as well as the expansion of strategic accounts
- Recruit top talent at scale who possess high intelligence, strong character and coach-ability.
- Lead Strategic AEs in achieving individual, team, and organizational quotas
- Drive strategic deals and accounts to six-figure and seven-figure deal victories
- Drive and monitor account planning and execution to deliver maximum revenue potential
- Provide strategic executive leadership for sales forecasting, territory assignments, sales mentorship, and commission planning
- Coach sales teams by helping structure sales opportunities and deals; further assist with selling activities as appropriate; Ensure the sales team is working cohesively with operations, sales engineering, and other internal/external teams
- Build out a predictable business focused on the end-to-end sales process.
- Lead pricing and contract negotiations.
- Listen and comprehend customer pain points and goals and objectives to tailor AuditBoard’s products and services.
- Present a compelling solution of the AuditBoard suite of products to clients using the information found in the discovery phase
- Engage with C-level prospects to position AuditBoard's strategic value proposition and drive the deal to closure
- Leverage a values-based sales process to work with multiple client personas to close new business
- Use a MEDDICC-based sales qualification methodology to manage sales resources and to report sales forecasts
- Stay ahead of industry trends, competitive activity, and client opportunities
- Attend trade shows, industry events, client meetings, and conferences – up to 30% travel
- Engage and build relationships with AuditBoard Partners and Alliances to help drive new pipeline growth and close new business
- Evangelize the organizational need for a strong audit, risk, and control environment to drive new pipeline and win new business.
- Willingness to embrace the core company values of Customer Obsession, Constant Innovation, Personal Improvement, Gritty Resilience and Win-Together
- Hyrbid work environment 2/3 days per week in London office
Requirements
- 10+ years of related experience including 3+ direct full sales cycle experience selling enterprise B2B software, preferably SaaS GRC, finance, ERP, CRM, procurement, or adjacent sectors with 3+ years of people management experience
- Experience leading sales in an early stage, high-growth enterprise B2B SaaS environment preferred
- Experience in scaling a team across EMEA, focussing on France, BENELUX and Nordic regions
- Proven line-of-business selling experience and able to engage at a C-Suite level within enterprise accounts
- Ability to build and lead a sales organization, including quota-carrying and forecasting experience
- Experience selling with and through alliances / partners.
- Excellent cross-organization partnership and interpersonal skills
- Experience devising sales strategy and contributing to enablement programs
- A clear understanding of value-based selling with multiple examples of success
- Strong EQ skills, able to build strong relationships internally and externally while inspiring and driving a team to deliver exceptional results.
Benefits
- Live your best life (LYBL)! £200/mo for anything that enhances your life
- Remote and hybrid work options, plus lunch in the Cerritos office
- Comprehensive employee health coverage (all locations)
- 401K with match (US) or pension with match (UK)
- Competitive compensation & bonus program
- Flexible Vacation (US exempt & CA) or 25 days (UK)
- Time off for your birthday & volunteering
- Employee resource groups
- Opportunities for team and company-wide get-togethers!
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