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А multi-platform video service for content owners and service providers VUBIQUITY is looking for an experienced Sales Director with a proven background in SAAS, including Cloud & Media Technology.
Responsibilities
Aggressively pursues and achieves a minimum of 100% of assigned revenue quota (annually and quarterly) through sales of Vubiquity solutions
Uses a recognised Consultative/Solution Sales methodology and tools and buyer-aligned sales process to precisely manage sales cycles and communicate current state and next steps internally to Vubiquity staff
Meets prescribed Sales KPI metrics and expectations weekly, specifically around customer facing activity levels, prospecting and pipeline growth and management
Develops territory strategies and account plans independently and to achieve software revenue from complex multi-year deals that drive significant customer value
Uses company’s CRM system regularly and consistently to manage the sales pipeline and meets regularly with the sales manager to review and update sales forecasts.
Participates in Vubiquity forecast sessions and presents accurate forecasts
Follows Vubiquity’s approval process to construct and execute profitable and repeatable multi-year contracts with new and existing Vubiquity customers
Creatively uses the knowledge of Vubiquity licensing and pricing policies to construct solutions to the client’s procurement and accounting requirements.
Completes quotes/bids, RFI/RPFs with the assistance of other Vubiquity personnel, in order to produce a high- quality, concise, complete Vubiquity deliverable.
Negotiates contracts with customer resources independently requiring the assistance of the sales manager only occasionally and only for the most complex strategic deals.
Initiates direct contact and builds strong relationships with customers at Director, VP and Senior management levels.
May occasionally use senior Vubiquity staff to discuss Vubiquity solutions and strategies that will help to drive sales cycles.
Creatively leverages the understanding of Vubiquity technology to position Vubiquity so that it delivers high customer value.
Develops presentations, leads sales calls and acts as the “trusted advisor” to highlight the value of Vubiquity solutions to the clients’ business.
Builds on-going relationships with customers at all levels to ensure a positive Vubiquity experience and maintain/increase recurring revenues.
Maintains a current understanding of Vubiquity solution value propositions and the applicability of such to the territory and sector.
On occasion, may assist other sales colleagues with the strategy for an opportunity to help optimise the probability of closure.
Capability Knowledge — Understands Vubiquity’s range of SAAS products and solutions to a sufficient level as to explain to executive level customers their application to help customers achieve measurable business value. Detailed explanations may require the assistance of Vubiquity Subject Matter Experts, with the use of Vubiquity’s standard process for resource allocation.
Situational Knowledge — Understands the market and the drivers and business pains and objectives of the individual customers in his/her account list.
Selling Skills — Has the ability to use Solution Selling methodology to its optimal potential and manage sales cycles masterfully. Uses repeatable process to ensure consistent success in achieving sales targets.
People Skills — Generates trust relationships at senior executive levels in his/her key accounts. Understands and displays the ability to motivate customers to buy Vubiquity’s solutions based on understood measurable business criteria.
Ability to perform independent research and analysis and develop strategies to maximize revenue within accounts, the territory or industry segment.
Ability to work independently to develop an opportunity, account or territory strategy to maximize revenues
Ability to quickly assimilate industry, territory or customer’s business issues, analyse the situations in real time, or subsequently evaluate and translate to the capabilities of Vubiquity solution or service offerings.
Thorough knowledge of corporate procurement practices.
Accurate and clear communication in both written and verbal form.
Demonstrated ability to construct creative proposals or sales responses and present them independently or with a team.
Co-ordination of internal resources to assist in the assessment business problems, qualify and the financial and business acumen required to build value propositions.
Ability to build strong relationships with partners, as required, in order to leverage their resources to progress an opportunity.
Experience Required
5-8 year track record of documented over-achievement against sales targets
Must have 10+ years of broad and progressive experience in several of the following areas: new business development, proposal creation and leadership, marketing, strategic planning, relationship management, SAAS, Cloud Solutions
Educated to a level appropriate to role, demands and expectation
Behavioural Competencies
Undertakes all aspects of role with visible energy and enthusiasm
Acts as an ambassador for Vubiquity business both externally but also internally
Embrace the challenge of becoming a ‘change agent’ within the business and seeks to push the boundaries of professionalism and sales excellence
Embraces and recognises the importance of governance and sales process
Absolute professionalism represented in all undertakings not least timeliness, self-awareness, seeking guidance and development and conducting tasks to best of his/her ability
An ethical and proactive leader who can maximize the resources of a “start-up” environment.
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