Job Description Summary
The Director, Go-To-Market Sales is a leadership role, responsible for providing direction to sales managers driving consistent results and performance across their sales teams. This role oversees a group of senior sales managers who manage quota bearing teams.
This leadership role often provides executive presence primarily to their teams in order to drive the execution of the strategy across the geography they are responsible for.
This leadership role has limited interaction with buyers but in instances where these interactions do occur, it will be at higher altitude levels in the account and will likely be of a strategic nature.
The Director, Go-To-Market Sales oversees, leads and manages a sales team within a region/country, ensuring the flawless execution of sales initiatives, activities and programs to meet sales revenue and strategy, while simultaneously fostering a collaborative and innovate team culture focused on operational excellence.
Key Responsibilities:
- Works with the Sales Executive and decision makers to assist with the development of a sales strategy that will deliver the strategic objectives as outlined in the global and regional organizational strategy.
- Defines the way the sales force will approach the market and to determine the targets that the sales force should achieve and strive to exceed.
- Drives a sales culture by sharing best practices, developing and sustaining cross functional relationships and filtering information downwards
- Provides input into sales policies and procedures, ensuring implementation and continuous improvement to drive business results.
- Drives the alignment to the sales and organizational strategies and ensures the execution of these strategies by implementing the relevant operational plans.
- Responsible for the management of the team, setting and managing budgets, creating and executing on plans and reporting on the team activities in the required forums.
- Engages with vendors and partners to develop and execute go-to-market strategies to be implemented by sales teams.
- Takes responsibility for closing the gap between buyer expectations and current-state sales models, engagement models and integration methods.
- Executes the sales strategy by making decisions that influence people, process and technology.
- Measures progress against objectives and ensure that the appropriate level of effort is applied across the sales team to handle the client’s reality.
- Coordinates sales activities across the geography to ensure that a consistent go-to-market approach is followed and that all clients are approached in a planned and coordinated way.
- Acts as a critical link between sales strategy and execution in the field and ensures that the end-state vision as determined by the executive team is achieved, whilst balancing buyer expectations.
- Sets sales targets and goals whilst making it easier for clients to buy,listening to client concerns, collecting reality-based evidence and enforcing standardized but flexible processes and methods across their teams.
- Develops and maintains strategic relationships with internal and external partners to the benefit of their clients.
Knowledge and Attributes:
- Sales business acumen. The skills supporting successful selling through organizational and business outcome mindset. Success will require focusing on planning, leveraging tools and data, and concentrating on company business requirements. Developing the skills to understand your client’s business (including commercial and financial aspects) in order to bring value to them from the company's portfolio of services.
- Sales client engagement and management. The skills used to effectively manage and analyze the client throughout the client lifecycle, with the goal of improving client relationships and driving sales growth. Success will require detailed understanding of client needs, effective sales planning,and building trust, all while managing to client expectations. Developing the skills required to know the client, building effective and lasting relationships with them and to be seen as a trusted advisor.
- Sales solution skills. The knowledge of the company's offerings, client applications, use cases and market trends and the skill to apply them to individual client and prospect situations that positions the sales team member as an expert client advisor. Success will require the ability to link organizational offerings, including high-value services to specific client and prospect needs and outcomes.
- Sales resources optimization. Building internal relationships, working with pursuit teams and leveraging vendors as resources throughout the sales cycle.
- Sales pursuit. The skills and knowledge that enable a sales team member to create success by identifying and advancing opportunities at assigned prospects and clients. Success will require both individual ownership as well as accountability for coordinating internal and external resources in order to close sales opportunities.
- Sales strategy execution. The skills to ensure that the sales strategy is aligned to the business strategy.
- Sales business management. The skills to ensure that target setting, and associated processes is aligned to meeting the target.
- Sales talent management and enablement. The skills to ensure that results are achieved through effective talent management.
Academic Qualifications and Certifications:
- Bachelor's degree or equivalent in business or marketing or a related field.
Required Experience:
- Significant experience in a sales leadership/management role, preferably gained within a global technology services organization.
- Significant sales work experience gained within a similar environment.
- Significant strategic planning and operational execution experience.
- Significant media experience and evidence of previous work in this area is a must.
- Significant track record managing financial results and business outcomes.
- Significant experience negotiating on extremely critical matters.
- Significant go-to-market planning and execution experience.
Additional Job Description:
Knowledge and application:
- Uses extensive knowledge across functional areas to direct the application of existing policies and principles and guide the development of new policies and ideas across the function.
- Leads,integrates and directs work applying substantial practical expertise across function disciplines.
Problem solving:
- Solutions are devised based on limited information and issues that are occasionally complex and fundamental principles and data may be in conflict.
- New concepts and solutions consider multiple perspectives and future implications.
Interaction:
- Interacts with senior management, executives, and/or major customers which frequently involves negotiating matters of significance to the organization.
- Reconciles multiple stakeholder views to drive business results.
Impact:
- Works with senior management to establish strategic plans and translates business segment strategy into functional plans and guides execution.
- Erroneous decisions will have a critical long term (typically up to five years)impact on the overall success of function or multi departments.
Accountability:
- Accountable for results which impact function or multiple departments including budgets.
- Direct management of a team of professional managers and experienced individual contributors.
