Overview

We are looking for somebody who has demonstrated a track record of success in selling products to Fortune 1000 companies. The ideal candidate has been selling for roughly 10 years with at least 2 to 3 years of outside selling experience.

Summary

Role

To achieve at least $1.2M in year 1 bookings, while developing a pipeline and activity level to achieve $3M in annual bookings each year thereafter. Looking to keep an activity of 30+ Outbound prospecting touches per week with at least 5 non-customers during the first year. Continue to hold same activity levels during years following with annual bookings reaching $3M.

Experience

Looking for someone who has achieved $200K in income at least once in their career. Someone who has training in Power Messaging, EC, and or SNN, and someone proficient in MSF office. Someone who has proven success developing a sales territory, confident in front of a crowd, and a driven self-starter. This is a very culture driven organization, looking for someone who can share the company values, and can contribute to an overall team success.

Full Description

Desired Profile of Director, National Accounts

An A-Player consistently performs in the top 15% of all sales people in all key performance metrics. He manages his virtual team as though he’s the General Manager of his business. He leverages all of the tools and resources available to him but accepts personal responsibility for his performance in each of the fundamental aspects of his role – coverage, demand generation, and sales execution. He has developed his personal brand based on a long-term, strategic approach, and he is trusted to achieve his commitments.

Role:

To achieve at least $1.2M in year 1 bookings while developing a pipeline and activity level to achieve $3M in annual bookings each year thereafter.

Key Performance Metrics / Results:

At 12 months tenure:

• Consistently achieves quarterly quota / delivers predictable bookings performance
• Year 1 Bookings: $1.2M
• Close to Commit: 100%, +/- 10%
• Close to Pipe: 30%
• Pipeline: 6 month rolling pipeline = 3X quarterly quota
• Activity: 30 Outbound prospecting touches / week with at least 5 non-customers
• Maintain minimum of 20 prospecting phone calls with at least 5 non-customers / week

Ongoing:

• Consistently achieves quarterly quota / delivers predictable bookings performance
• Annual bookings: $3M
• Close to Commit: 100%, +/- 10%
• Close to Pipe: 35%
• Pipeline: 6 month rolling pipeline = 3X quarterly quota
• Activity: 30 prospecting emails with at least 5 non-customers / week
• Maintain minimum of 20 prospecting phone calls with at least 5 non-customers / week

Competencies:

Experience:

• Proven sales track record of consistent success / quota achievement.
• Has achieved at least $200K in income at least once in his career.
• Proven, documented success in closing strategic, enterprise-level sales valued at $1M+.
• Alumnus – has taken Power Messaging, EC, and or SSN training, is enthusiastic and conversant about our solutions and passionate about Company.
• Seasoned sales pro who knows his best days are still ahead.

Skills:

• Hunter. Proven success developing a sales territory and pipeline.
• Ability to understand client business challenges and map to Company’s value proposition.
• Demonstrates passion, intellectual curiosity, and integrity.
• Michael Jordan: challenges everyone around him/her to elevate their game / performance.
• Challenges senior executives to face difficult realities and teaches them to how to solve their problems.
• Excellent oral & written communication skills.
• Proficient in MSF Office.
• Confident in front of a crowd.
• Coachable: receptive to constructive feedback, solicits and accepts feedback and support.
• Process driven.
• Focuses on achieving long-term, strategic objectives while delivering near term results.
• Hungry & driven self-starter.
• Possesses and demonstrates outstanding listening skills.
• Competitive and expects to succeed.

Values & Cultural Fit:

• Shares Company Values (in service to co-workers, customers, & community).

• Possesses and demonstrates an “abundance mentality”.

• Positive thinker.

• Self-starter and able to work independently.

• Values competitive camaraderie. Generous with wisdom, insights, & experience and knows that his / her contributions to success of the team will influence his / her personal success.
• Professional in presentation.