Our client, an established and rapidly-expanding content delivery and caching software company which counts some of the largest media and telco companies as clients, is seeking a Sales Director to join their Los Angeles office as a full-time direct hire! This person will be a player/coach, personally carrying a quota while managing a team of 3 to start with and expanding headcount going forward. Primary responsibilities will be selling this company’s API, streaming, and content delivery solutions to media and telecom companies, primarily in the enterprise size bracket around North America. Ideal candidates should come from either similar content delivery software companies or from within the greater telecom sphere, and must have experience managing/mentoring junior employees in addition to a strong track record of individual contribution.
This is an excellent opportunity to join an established leader in their space, which is rapidly expanding their North American foothold and offers strong cash compensation, benefits, and employee-first company culture.
Responsibilities:
Developing the sales strategy and specific target account strategies to realize revenue objectives
Overall responsibility for growing NA’s existing client revenue base
Create strong relationships with key client stakeholders at both senior and mid-management levels
Understand and effectively communicate the company’s value proposition, tech, process and current partnerships
Maintain defined levels of staff by recruiting, onboarding, coaching, disciplining and monitoring employee performance
Desire to own projects and exceed expectations, with ability to find solutions and deliver results within a rapidly changing, technology driven environment
Ability to identify and solve critical issues strategically
Provide leadership, coaching and insight to the sales team to develop their sales and account management skills
Implement strategies to generate referral new business leads
Develop in-depth knowledge of Varnish products, competitive landscape and market trends
Develop in-depth knowledge of the in-house sales platforms/tools including Salesforce & HubSpot & ensure full compliance
Negotiate contracts in the interest of the business and the client
Effective analysis of pipeline, forecast data, conversion rates, win/loss to deliver reports and insights to the management team
Ensure internal and external intelligence is provided to the relevant stakeholders
Monitor and report on the quantity & quality of marketing information and trends
Requirements:
Minimum of 5 years enterprise field sales experience
Minimum of 5 years sales management experience
Formal sales training in known sales methodology (Challenger, TAS, Value Selling, etc)
Preferable experience in the technology and/or CDN, Cloud, Streaming
Ability to understand the impact of operational initiatives from a sales and marketing perspective and making strategic recommendations
Proven success working in a fast-paced, high-growth environment
Proficient in Salesforce, Microsoft Office applications and Excel
Must have exceptional verbal and written communication skills
Strong negotiation and influencing skills
Exceptional customer service skills
Demonstrate ability to meet deadlines, handle and prioritize simultaneous request, and manage laterally and upwards
Creative and strategic thinker
Strong leadership skills & high level of emotional intelligence