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Senior Director, Strategic Sales ON24
This leadership position is responsible for both managing and selling with a Strategic Sales Team that manages some of the largest accounts at ON24. The ON24 Strategic Sales model is characterized by a team-based selling approach, which relies on a global account plan set by this individual with guidance from the Vice President, Strategic Sales. We believe strongly in a consultative approach, and take advantage of ON24?s combination of platform and service solutions to address our clients? business objectives in Marketing, Corporate Communications, Sales, HR, and Training with a global reach.The Strategic Sales teams are tasked with creating and running proactive, organized campaigns that take into account specific customer SOPs and drive our customer contact level up to the VP level and beyond. ON24?s sales management style is a player/coach model, with Directors expected to handle some sales presentations and senior relationships directly.
This position will have one of the largest Director quotas at the company, due to the size of the existing account list. This position will also directly manage a team of 3 - 4 Sales Directors, and indirectly a team of 10+ Strategic Sales Account Executives.
Travel would be around 30%. Currently, the majority of accounts are in the Technology category ? though expansion is likely.
The ideal candidate who will succeed in this role will understand the importance of role modeling, mentoring and selling, as well as managing this strategic team.
Performance is primarily measured by ability to attain team annual sales quotas but weighted heavily with building out the necessary sales operational infrastructure (systems, processes, metrics and reporting) to scale with this growing organization
It will be necessary to partner with the VP, Strategic Sales and other SS team leaders to establish vision, strategy and direction for the organization that is consistent, visible, and predictable, rewarding overachievement and high performance.
Required Skills:
10-15 years of demonstrated success with Strategic Sales organizations at mid-size to large SaaS, Cloud and/or Software companies.
Proven ability to hold and achieve annual quotas in excess of $10mm, preferably with a highly-transactional model
Demonstrated experience to take team from 10 - 30 strong in size, must have strong sales organizational scale background.
Demonstrated experience managing Strategic Sales teams in North American, European and Asia.
Ability to plan and manage at both the strategic and operational levels
Outstanding consultative selling abilities and excellent interpersonal skills with executive level customers and partners
Proven evangelical sales track record in a new product/new market environment
Ability to work collaboratively with colleagues and staff to create a result driven, team oriented environment
IMPORTANT SUCCESS FACTORS:
Individuals who bring experience growing and scaling a sales team, as this experience will be needed to quickly grow and scale this organization.
A sharp, rigorous thinker who can operate successfully among very bright, progressive and charismatic people. A hands-on, sleeves-up team player who possesses superior interpersonal and communications skills.
Proven track record and reputation for motivating and developing both sales executives and their respective managers.
An individual with a strong work ethic who will flourish in a lean, action-oriented organization. Someone with well-developed entrepreneurial instincts who prefers a flat management structure and a dynamic, often fluid, business environment.
The ability to quickly grasp the business and economic issues of a situation and develop the best solution; find creative ways to solve complex issues among demanding parties and achieve ?win-win? resolutions.
A bright and articulate individual with the courage of his/her convictions. An individual who is not afraid to try new approaches and/or challenge superiors and peers. Someone who thrives in an organization where their business judgments and actions have a meaningful impact on the fates and fortunes of the organization.
Has the proven ability to respond effectively to market direction, customer needs and major competitors? positions in both North America as well as European & APAC markets by providing timely feedback to marketing and product development functions.
An orientation towards high growth and sales force development, with material experience in key account management and field sales. Strong, demonstrable trade marketing experience with a track record of understanding the customer experience.
Adept and comfortable at analyzing and synthesizing data in order to shape, develop and direct strategic business and sales plans.
EDUCATION
Bachelor?s Degree required / MBA highly preferred
| Location: | 799 Market Sixth Floor San Francisco, CA 94103 United States |
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ON24
Investors: Canaan Partners, Rho Ventures, U.S. Venture PartnersAll Jobs: at ON24
| Web Site: | www.on24.com |
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| Headquarters: | 799 Market Sixth Floor San Francisco, CA 94103 United States |
| Industry: | Software |
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