Director, Sales - Growth and Prospects (Mississauga, CA/Cedar Rapids, US)

Director, Sales - Growth and Prospects (Mississauga, CA/Cedar Rapids, US)

Job Summary:

The Director, Sales – Growth and Prospects works with their reps to develop strategically viable and well-planned sales opportunities with a target set with accounts/customers. This is an enterprise sales management position, so a leader with 5 years of Enterprise level sales management experience is a must and preferably in the area of technology.

Job Description:

We’re in the market for a Director, Sales – Growth and Prospects who’s considered a pioneer in everything they do. This needs to be a talented sales manager who succeeds through integrity and fulfilling customer needs. You will be responsible for our Growth segment and will coach a number of Account Executives on how to more effectively sell into these accounts as hunters/farmers.

We are Trapeze, a leader in software and hardware solutions that make it easier for Global Transportation providers to manage their complex, day-to-day business operations.

The Director, Sales – Growth and Prospects works with their reps to develop strategically viable and well-planned sales opportunities with a target set with accounts/customers. This is an enterprise sales management position, so a leader with 5 years of Enterprise level sales management experience is a must and preferably in the area of technology.

Please apply for our Director, Sales – Growth and Prospects opening if you meet our requirements.

The Position:

Reporting to the VP, Sales.

  • Manage a number of Account Executives covering the Growth and Prospects account segments.
  • Coach these Account Executives to understand all of the value props in the Trapeze Enterprise set of offerings, manage the sales cycle effectively, perform effective account planning, how to effectively position solutions and ultimately increase sales in the segment.
  • Understand and be able to articulate the Enterprise product offering based on facts and an understanding of customer's current/future needs.
  • Assist in managing complex sales cycles and navigating large transit authority/government organizations and processes.
  • Drive the adoption of a stronger discipline around Account Planning with each of the reps you manage.
  • Responsible and committed to effectively organizing workload to exceed sales metrics and accurately forecast all revenue opportunities in a timely manner in Salesforce.com.
  • Focus on value-based selling and position the core differentiators of Trapeze in a way that clearly shows our customers what they will receive for their commitments to us.
  • Significant travel exceeding 50% of the time should be expected; working at account sites, conferences, exhibitions and workshops.

The Person:

  • Post-secondary education in the area of business administration, and/ or computer or electrical engineering.
  • Accomplished high-energy enterprise sales manager with 5 years of Enterprise level sales management experience.
  • Experience managing for new account acquisition (Sales Hunter) and revenue growth in existing accounts for the Enterprise market segments.
  • Track record proves the ability to communicate with C level management.
  • Uses knowledge to influence, teach, and motivate others towards accomplishing a common goal.
  • Readiness to apply our adopted sales stage methodology to ensure maximum revenue is generated from every opportunity created and shares this knowledge with others.
  • Expert knowledge of complex product selling.
  • Ability to logically communicate technical information and ideas so others will understand.
  • Proven track record of building strong relationships and ability to use interpretative skills to understand and relate industry/client requirements are essential.
  • Excellent written and verbal communication skills, and excellent inter-personal skills.
  • Excellent presentation skills.
  • Ability to work effectively both independently and in a team environment.
  • Positive attitude, self-motivated, organized and innovative.
  • Proven ability to forecast bookings and meeting targets.
  • Sales management experience in a technology related business is preferred.
  • Large B2B sales management experience is a must.
  • Experience working in large complex selling environments.

About Trapeze:

Here at Trapeze, we strive to ensure that our employees succeed in all aspects of their career. Our culture provides individuals with the ability and opportunity to collaborate, learn and grow. We encourage our employees to openly contribute ideas, whether you are a student, graduate, or current member of the team. From day one, you will be assigned tasks that are meaningful to both the success of our business and your career development.

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