Director, Sales

The Director of Corporate Software Sales (CSD) will be responsible for strategic planning and implementation plans across multiple teams selling expert solutions (software) to optimize revenue generation and sales efforts. The CSD will be responsible for ensuring that best practices are followed at each stage of enterprise solution sale. The CSD will lead multiple sales, retention and implementation teams across four verticals in the corporate market (Health, Retirement Services, CLM, and Corporate Counsel). These teams are responsible for selling/implementing/retaining Enterprise Software Solution to enterprise customers.  Other teams and segments may be added over time pending future acquisitions or expansion of software solutions.  The CSD has primary responsibility for driving profitable sales growth in each business across all teams to meet or exceed sales goals for each team.

Additional activities include working with sales managers to establish optimal sales territories; levering best practices for selling enterprise solutions, managing team performance; facilitating communication of customer needs to inform product improvements and product extensions; ensuring execution of field driven sales and marketing activities; overseeing the development, implementation, and use of sales metrics and CRM usage.

Hiring, coaching and developing an expert sales management team for each product line/vertical.   This includes working with sales managers to develop strategies for each team and ensuring that the sales managers are implementing those strategies.  Maintain oversight to ensure best practices for enterprise solution sales are implemented across all teams.

Develop strong vertical subject matter expertise, coupled with the ability to manage a cross functional sales management team with demonstrable ability to hit quota goals. The sales team will consist of both directly managed and matrixed resources.

Inspire and lead the sales managers to drive quota success, as well as increasing the understanding of the needs and key performance indicators for each vertical. He or she will own the number for all the teams, which includes a blended quota of new logo business and expansion from the existing customer base.

Manages and drives performance by ensuring sales managers drive revenue through enterprise software sales, renewals and additions, customer retention and product/unit sales equal or exceeding budgeted targets; establishing activity standards and ratios to ensure pipeline is healthy and will produce target performance; utilizing Salesforce (CRM) to manage quantity and quality of activity of the Account Managers; developing strategic business plans to identify additional customer opportunities as well as maintaining existing customer base; holding weekly calls with sales managers to discuss challenges, successes and share pipeline activity for planning; frequently monitoring activity and production (e.g., daily or weekly); and identifying and addressing performance issues quickly and with urgency. Additionally, this position requires oversight of proper engagement and leveraging of internal resources, training, product specialists, etc.

Maximizes revenue for expert solution products and services by staying fully informed of the prescribed sales process; understanding the complexities of selling products and services to enterprise customers; interacting with individuals at all levels of the organization from c-level to senior partners to support administrators, consultative sales relationships, understanding the nuances in the product suites; traveling to accounts with direct reports; assisting sales team members in assessing risk for each account; collaborating with other sales leaders and top performers to continuously improve the process; training and modeling the approved sales protocol (e.g., by participating in sales activities regularly); ensuring sales team members possess accurate and comprehensive product knowledge to establish credibility and to properly serve a sophisticated business customer; and participating in the sales process as necessary to assist with negotiating contracts and closing sales.

Partner with VP of Sales, Product and Marketing for cohesive strategy

Education

Minimum:   Education: Bachelor's degree in business, marketing, or related field

Experience:

Minimum 7 years outside sales experience in selling multiple enterprise software solutions.

Minimum of 5 years of outside sales management experience that includes: Business planning and budget development, true accountability for revenue generation and proven track record for meeting or exceeding revenue targets, driving change initiatives, developing and driving effective use of CRM, selling complex professional products and services, and working within a multi-division organization with various sales channels.

Direct sales leadership experience of professional-level employees.

Preferred Qualifications:

10+ years sales management experience that includes Sustainability software sales expertise, accountability and proven record for transforming a business function, developing high-powered sales teams.

Experience in developing and executing growth strategies across several markets

Other Knowledge, Skills, Abilities or Certifications: Leadership skills, Subject Matter Expertise, Coaching, Performance Management, Field Sales Techniques, Advanced Business Consulting.

Travel Requirements up to 50%

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $189,950 - $268,900