Dir, Sales (Identity Solutions)

About the role

Build a team of direct Sales Executives to drive rapid new business sales growth in 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. Achieve annual sales goals on a quarterly and annual basis.

Responsibilities

• 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.
• 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.
• Achieve annual sales goals on a quarterly and annual basis.
• 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.
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community.
• Ownership of driving successful pipeline generation activities developed by marketing or the partner community.

Benefits

Base pay range: $170,850 - $281,900, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.

Pay

For positions in this location, we offer a base pay of $170,850 - $281,900, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.

Schedule

Flexible or Remote Work Persona: Flexible or Remote