Director of Sales, North America

Responsibilities

• Develop and lead a high-performance sales organization that achieves revenue targets, new product sales goals, and gross margin goals across all product categories
• Create and execute B2B enterprise sales strategies to acquire new customers and open new vertical markets
• Markets include Telco/Mobile Carriers, Consumer Electronic chains, HBC, DIY, Grocery, Pharmacy, Sporting Goods, Discount chains and several other B2B retail vertical markets
• Create and execute enterprise sales strategy to penetrate deeper into current strategic customers-working across multiple departments, establishing relationships at the highest levels, and gaining customer adoption of new products and solutions
• Drive consistent execution and improvement in the achievement of key organization targets, including revenue and margin growth, accurate forecasting, and expansion of customer accounts
• Help to facilitate the adoption of InVue’s IoT and software options which add more value to our customers versus hardware security only
• Represent the North American regions interest at a global level. Provide customer feedback, market trends, competitor activity, and product insights to assist with development and prioritization of product roadmaps
• Grow and manage the company’s winning sales organization, which includes leading several remote Business Development Managers
• Collaborate with product marketing, product development and regional product managers to ensure that market trends are recognized, the customer voice is heard, and InVue’s product roadmaps are most effective
• Develop each team member’s ability to achieve key targets including increased revenue and profits, new product growth, accurate forecasting and effective problem solving
• Collaborate cross-functionally in-order to support business development, strategy formulation, new product specification, and new opportunity identification
• Identify, analyze, and report on competitive threats, competitive pricing, customer concerns, and market dynamics

Qualifications

• Bachelor’s Degree
• Experience selling B2B technology solutions into retail is highly preferred
• Existing executive relationships with enterprise retail customers; including, but not limited to Asset Protection, Store Operations, Merchandising, Store Technology, Customer Experience
• Experience selling B2B IoT Hardware-Software products or solutions into green field or blue ocean markets, gained early customer adoption, and quickly established profitable revenue
• Strong understanding of, and experience in selling, SaaS software, including knowledge of key trends, challenges, and opportunities, with the ability to translate complex solutions into business value
• Proven ability to build, lead, and inspire high-performing sales teams in their adoption and understanding of software solutions, providing coaching, mentoring, and professional development to drive results
• Expertise in negotiating and closing high-value, long sales cycle software-as-a-service (SaaS) deals with C-level executives, aligning business and technical objectives between InVue and our enterprise customers
• Experience managing revenue of approximately $50-$100 million USD
• Clear track record of acquiring new customers and bringing new products to market
• Clear examples of hiring, developing, and top grading sales organizations
• Developed VP-level and C-level relationships within strategic customers
• Gained adoption of new products and product categories within existing customers
• Excellent presentation skills
• Ability to travel 60%+ with no restrictions