National Sales Executive, Content Management Services & Products

Description:

The National Sales Executive is responsible for identifying and acquiring new national accounts that will have a major strategic impact on the long term success of Daybreak ICS. This position focuses on direct sales, but must understand Daybreak’s channel strategy and how the two approaches relate. Candidates must have a proven sales record in services sales as well as domain knowledge of the Enterprise Content Management (ECM) industry. Experience as an ECM customer a plus.

Responsibilities

• Initiate sales activities targeted at $100M to Fortune 500 businesses, including generating sales leads, prospecting and qualifying new customers, and closing sales
• Initiate sales activities targeted at $100M to Fortune 500 businesses, including generating sales leads, prospecting and qualifying new customers, and closing sales
• Ability to foster innovation and creativity for new services, processes, and products in a multidisciplinary environment
• Navigate across target organizations to determine the needs, decision makers, and opportunities to identify, craft, present, and close sales
• Develop and maintain executive level (CxO, EVP, VP, etc.) and line of business manager (director, manager, etc.) relationships focusing on solutions selling and cultivating the strategic nature of the business relationship
• Serve as trusted consultant to client organizations to advise on current needs and develop custom solutions. Confirm understanding of client’s business needs, issues, and opportunities with various client buyers to develop excellent solutions.
• Collaborate with the client and account team to identify needs and determine project components
• Gain decision maker support and commitment to various initiatives/programs
• Expand and retain established accounts to ensure ongoing client satisfaction
• Build a robust pipeline with a targeted set of competitive accounts to grow net new business
• Implement and maintain complete sales cycle from establishing leads, initiating and managing contact and follow up to preparing and delivering compelling proposals, and closing sales
• Negotiate contracts, deals and pricing with partners and clients in collaboration with management team members
• Build and maintain cooperative relationships with internal groups to ensure high degree of coordination of sales and delivery efforts across the company with the requirement of maintaining exceptional customer satisfaction

Challenges

• Ability to identify the appropriate client personnel and navigate up and down the client's organization structure
• Ability to interface successfully at multiple levels
• Ability to understand client needs and communicate how Daybreak can satisfy those needs or identify and propose future opportunities/solutions/vision so Daybreak remains a competitive solution and desired client partner
• Ability to understand Daybreak’s breadth of services and products, capabilities, priorities, limitations, and organizational structure and how they relate to clients needs
• Ability to sell services without attachment to software in same deal, describe value proposition, and work deals through closure in reasonable time frame
• Ability to understand big picture industry, players, and multifaceted solutions
• Ability to be dynamic, confident, persistent, and aggressive, to handle rejection while building a relationship as a warm, trusting and trusted person who closes deals

Experience/Requirements

• Bachelor’s degree
• Five or more years proven successful sales experience with complex deals ($1M - $10M) involving technology, services, training, and hardware solutions related to high-end enterprise management solutions. Services sales, independent of software sale, a must!
• Relationships and contacts within high percentage of Documentum partners and clients; ability to call on these organizations immediately; contacts within broader ECM industry a plus
• Previous early stage or startup experience, from less than $1M initial revenue to exceeding $10M or more
• Must be willing to travel at least 50% of time (nationwide) as needed

Personal Qualities

• Strong executive presence
• High energy
• Business politically savvy
• Personable, empathetic, practical
• Driven to closure
• Deals well with demanding environment and multiple tasks
• Enjoys national business travel
• Outstanding interpersonal communication, presentation, analytical, and negotiation skills
• Demonstrated understanding of both direct and channel sales models for selling technology products and services
• Professional, dynamic, creative, motivated, entrepreneurial in nature; a clear team player with high integrity
• Excellent listener and negotiator, possessing good judgment and business acumen with the ability to operate effectively within a challenging, dynamic and rapidly changing environment

Contact

Please review our web site at www.daybreakICS.com. If you like what you see and are up for growing in a challenging, fast paced environment, send your resume to careers@daybreakICS.com and tell us why you’re the one!