The MOTOR Director of Sales is a quota carrying position responsible for directly selling our data services and related applications (DaaS & SaaS) into the Automotive and allied industry. The candidate will be responsible for identifying, qualifying, and closing net new MOTOR revenue opportunities. This role may also support larger sales opportunities within existing clients, managing the entire sales process from business development prospecting through contract negotiations and signing. The successful candidate will have the ability to forecast, manage sales expenses, and successfully close new MOTOR business. Excellent communication skills and problem-solving ability are essential, along with a proven track record of exceeding sales objectives. This person is expected to be a “sales hunter” rather than 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.
- Maintain 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 build trust-based relationships, advocating effectively and translating client requirements to the team. Work collaboratively to architect and solution complex proposals.
- Develop account plans and pursuit strategies to maximize MOTOR's revenue opportunities.
- Expertly position and sell MOTOR's capabilities.
- Assist 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.
- 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 a hunter role selling enterprise solutions.
- Has a “hunter” mentality – loves to cold call and open new accounts, not a “harvester” who prefers managing existing accounts.
- Prospects daily and qualifies new business opportunities, keeping the sales funnel full.
- Uses a variety of prospecting tools and techniques, varying methods to increase the number of conversations.
- Isn't intimidated by decision-makers, spending time prospecting business leaders such as owners, CEOs, COOs, and VPs.
- Consistently maintains a network of contacts and is independently driven.
- Must be optimistic and resilient, navigating to the next prospecting event without discouragement.
- High energy, highly self-motivated, enthusiastic, creative, and independent.
- Influential; perceived by prospective clients as credible and consultative.
- Excellent presentation and communication skills – both written and verbal.
- Expertise in Microsoft suite offerings including Outlook, Word, Excel, and PowerPoint.
- Master's degree preferred, minimum of Bachelor's degree.