Dir, Sales (Identity Solutions)

About the role

Build a team of direct Sales Executives to drive rapid new business sales growth in the region.

Build and drive sales strategy for the region in conjunction with Sales Operations to effectively Go-To-Market including understanding the competitive landscape, presence and strength within the region.

Actively engage in territory planning, relationship development and opportunity development and driving revenue by supporting and assisting Field Sales Teams in closing opportunities.

Recruit, coach and mentor team members to drive excellence.

Develop territories and quota for the sales team and effectively communicate to set performance expectations within the team.

Manage and report accurate forecast and pipeline to the business.

Achievement of annual sales goals on a quarterly and annual basis is required.

Engage and align effectively in C-level meetings in order to properly understand customer business requirements.

Build effective working relationships with Solution Consulting, Business Units, Professional Services, Marketing, our Partner community and the ServiceNow executive team.

Retain and grow existing customer base with regular non-sales customer engagement activities to deliver an excellent customer experience.

Qualifications

• Experience in leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• Extensive track record of new business sales success including presentation and negotiation skills within industry and at C Level.
• Strong success in recruiting, coaching and managing an exceptional sales team.
• Strong strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Ownership of accurate CRM reports including current and future quarterly forecasts and opportunity inspection.
• Experience in driving sales process and drive effective working relationships with Sales Operations.
• Experience in understanding the 'bigger picture' and business drivers around IT.
• Experience in building long term strategic and senior level relationships.
• Experience in adapting and working effectively within a rapidly changing and growing environment.
• Experience in demonstrating strong business and financial acumen.
• Experience in building self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Experience in championing and promoting top performers, constantly developing and coaching the team and themselves, and topgrading appropriately.
• Experience in having proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem.

Skills

• Leveraging or critically thinking about how to integrate AI into work processes, decision-making, or problem-solving.
• New business sales success including presentation and negotiation skills within industry and at C Level.
• Recruiting, coaching, and managing an exceptional sales team.
• Strategic thinking including analytical and financial planning skills to meet and exceed quotas and goals.
• Driving sales process and drive effective working relationships with Sales Operations.
• Understanding the 'bigger picture' and business drivers around IT.
• Building long term strategic and senior level relationships.
• Adapting and working effectively within a rapidly changing and growing environment.
• Demonstrating strong business and financial acumen.
• Building self-motivated sales teams that embrace a culture of collaboration, enthusiasm, and overachievement.
• Having proven partner relationships and networks, and ability to grow the impact of revenue streams and territory development through the partner ecosystem.

Pay

Base pay range: $170,850 - $281,900, plus equity (when applicable), variable/incentive compensation and benefits.

On Target Earnings (OTE) incentive compensation structure applies to Sales positions.

Benefits

• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• ESPP.
• Matching donations.
• A flexible time away plan and family leave programs.