Director of Sales- Western US at MOTOR INFORMATION SYSTEMS in Troy, Michigan

Job Description:

The MOTOR Director of Sales is a quota carrying position that will be responsible for directly selling our data services and related applications (DaaS & SaaS) into the Automotive and allied industry. Candidate will be responsible for identifying, qualifying, and closing net new MOTO revenue opportunities. There may be occasions where this role will support larger sales opportunities within existing clients.  Managing the entire sales process from business development prospecting through contract negotiations and signing.  Ability to forecast, manage sales expenses, and successfully close new MOTOR business.  Excellent communication skills and problem-solving ability.  Proven track record of exceeding sales objectives. It is expected that this person is a “sales hunter” as opposed to a “farmer”. Travel of 20% - @ per year is expected within the territory for quarterly business reviews, industry conferences, client and prospect meetings. The ideal candidate will be located in the Western continental US and be within 30 miles of a major airport. 

POSITION

Key responsibilities will include, but are not limited to, the following:

Align MOTOR DaaS & SaaS solutions with the customer's strategic objectives.

Primary revenue responsibility for identifying and closing new sales within territory.

Account planning and accurate monthly & quarterly revenue forecasting.

Maintaining a sales pipeline at least 3X quota.

• Solid experience selling complex IT solutions based on ROI/business value justification to CXO.


• Keep accurate and up to date records of all deals in CRM system.


• Ability to navigate complex organizations and to build trust-based relationships. Be an advocate and effectively translate client requirements to team. Work collaboratively to architect and solution complex proposals.


• Develop account plans, pursuit strategies, facilitate maximizing MOTOR's revenue opportunities.


• The ability to expertly position and sell MOTOR's capabilities.


• Assists sales management in devising strategic account sales plans and strategies.

Understanding and selling solutions (ROI) for high level business problems, incorporating sales strategies across large multi divisional matrixed organizations.

QUALIFICATIONS

10+ years' experience selling enterprise software services, preferably to the Automotive industry.

Demonstrated ability using CRM tools like Salesforce.com.

• Demonstrated experience executing a complex sales cycle closing deals comprised of software, services, and/or managed services with an average sales price in excess of $300,000.


• Strong track record of over performance in hunter role selling enterprise solutions.


• Has a “hunter” mentality – loves to cold call and open new accounts – not a “harvester” who loves to sell 1 big deal and manage the account.
  
  
  
  • Prospects daily
  
  
  • Get meetings with prospects & qualify new business opportunities
  
  
  • Keeps his/her sales funnel full, New appointments are vital to ensure their pipeline growing.
  
  
  • Uses a variety of prospecting tools and techniques.  Our hunter will vary his or her prospecting techniques to increase the number of conversations. They won't hesitate to ask their network and customers for references and introductions.
  
  
  • Isn't intimidated by decision maker. Our candidate will spend most of their time prospecting business leaders, whether they are owners, CEOs, COO's, VPs, etc. Our candidate will know how to identify and reach decision-makers.
  
  
  • Consistently maintains a network of contacts
  
  
  • Is independently driven, not needing approval or significant oversight on how to prospect
  
  
  • Our candidate must be optimistic and resilient, not being discouraged easily so they can navigate to next prospecting event.
  
  
  
  


• High energy, highly self-motivated, enthusiastic, creative, and independent.


• Influential; perceived by prospective client as credible and consultative.


• Excellent presentation and communication skills – both written and verbal.

Expertise and historical use of Microsoft suite offering including Outlook, Word, Excel and PowerPoint

Master's degree preferred, minimum of Bachelor's degree.