Reporting to the Chief Revenue Officer, the Director of Global Sales primary function is to cultivate, lead and manage a Global Sales Team to position and sell BST's Enterprise software solutions and accompanying suite of services to new and existing clients. The Director of Global Sales handles the continual refinement of sales processes including Lead/Opportunity Generation activities through to final sale and contract negotiation.
A successful Director of Global Sales leverages BST's solution selling methodology to guide his/her team to develop relationships with prospective clients and present the BST Enterprise solution in a way that differentiates it from the competitive offerings and addresses the specific needs of the potential client. This is a highly visible position both internally and to the Architectural, Engineering and Construction (AEC) marketplace.
Essential Functions:
Superior knowledge of the BST Enterprise software solution
Deep understanding of BST's target market including global regions and client type
Cultivate, promote and guide a Global Sales Team to present BST Global and Software Solutions to the market
Create regional, prospective and client account business plans in partnership with each Account Executive that generates at least 3X to 4X of their quota in pipeline opportunity
Refine and evolve BST's Sales Process that includes the following activities:
Lead generation activities to engage the prospect, including trade show and industry conference attendance, calling and sales seminar campaigns in close collaboration with marketing leadership
Qualification activities to introduce the prospect to the solution and learn if the prospect is an appropriate sales target
Discovery interview process to learn of the specific needs of the projective firm
Present the software solution to the prospect via on-site and on-line meetings
Provide sales follow-up details and coordinate other BST staff to assist in making sure the client has all their questions addressed
Negotiate a commitment from the client and obtain an agreement for software and services
Adept at creating and nurturing executive relationships with key leads while positioning the BST executive team
Collaborate with peer Directors in the Growth organization (Solutions, Client Management, Engineering & Operations) to maximize revenue growth
Continue to develop product knowledge and industry expertise while mentoring staff
Work closely with account executives to grow and mature the overall team to raise the bar to a higher standard
Performs other related duties as directed
Skills & Competencies
15+ years application software sales experience, preferably in the ERP sector
Strong knowledge and relationships in the AEC industry
Excellent communication and presentation skills. Comfortable with C-Suite discussions
Ability to lead people in a collaborative team environment
Excellent time management and organization skills
Self-motivated
Well versed in MS Office and Outlook, as well as Internet based applications
Knowledge of Microsoft software architecture including SQL* Server, Windows Share Point Services, MS Project, MS CRM and basic windows network OS.
Team Support/Leadership - Deep commitment to working in and fostering a highly collaborative, innovative, and high performing product team
Evangelize, support, and embody BST's Company Mission, Strategy and Values
Foster a culture of ownership and pride for delivering the highest levels of quality and excellence
Performs other related duties as directed
Education or Prior Work Experience
Four-year BA/BS degree
15 years application software sales experience in ERP sector, preferably in a PSO industry
Reports to:
Chief Revenue Officer
Number Supervised:
5-7
Travel:
Up to 50% to 60% domestic/international
Classification:
Exempt
Work Environment:
This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines.
Physical Demands:
While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.