Enterprise Sales Director in Sydney, Australia. ref

Enterprise Sales Director in Sydney, Australia. ref

Enterprise Sales Director (ESD)

Description

Position Summary:

The Enterprise Sales Director (ESD) will represent, present, demonstrate, negotiate and sell suite of solutions to current customers, prospects, consultants, and business partners. Role is focused on growing current customer base; opportunities vary from upgrades, add-ons, and enterprise deals. This role will identify expansion opportunities in our existing client base to ultimately build sales pipeline and generate new revenue.

Essential Duties and Responsibilities include the following. Other duties may be assigned.

• Maintain accuracy of the sales pipeline, contacts, and activities in Salesforce and other reporting tools.

• Maintain complete knowledge of each account's current and long-term purchase plans and objectives, keeping management informed of all changes in plans, objectives, and key buying influences.

• Develop and maintain consultative sales relationships with all key buying influences in each account, at the executive and senior management levels, and other levels within the customer's organization.

• Demonstrate the entire company solution, services, and hardware portfolio.

• Attend company tradeshows and conferences regionally and nationally.

• Respond to and lead RFP/RFI’s and price systems and configurations.

• Educate and coach business partners, and assist in their prospecting, qualification, proposals, presentations, and closing opportunities.

• Exceed Annual Booking Targets.

• Responsible for increasing revenue and market share within assigned territory.

• Direct sales activities include prospecting, deal qualification, deal velocity, contract negotiations and closing business within current customer base for Spok.

• Establish a relationship with Consultants to help influence opportunities.

• Develop and maintain a relationship with key internal resources to ensure successful collaboration to meet customer needs.

• Develop a selling relationship with the Channel Partners.

Key Performance Indicators:

Quota Attainment
Networking and relationship building
Pipeline growth
Territory Plan
Forecast Accuracy
Base vs. New Logo Mix
Key Sales Activities
Face to Face Meetings (Quality & Quantity)
Phone Conversations with Prospects (resulting in action)
Conference Calls
Discovery Meetings
Demos
Conferences
Territory: Australia

Qualifications:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.

The requirements listed below are representative of the knowledge, skill, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience:

Bachelor's degree from four-year college or university; and five or more years’ related experience and/or training; or equivalent combination of education and experience.
Preferred Skills and Experience:

Direct healthcare sales experience or experience selling software solutions
Demonstrated proficiency in managing complex sales cycles typically defined as six months or longer with multiple stakeholders, decision-makers, and influencers
Proven history of large, multi-product enterprise sales greater than $200,000, or previous Spok software sales experience
Current active contacts with healthcare industry executives within the territory; CMO, CNO, CIO and/or CEO
Demonstrated understanding of workflow redesign involving technology/software solutions
Committed to sales methodology such as Helping Clients Succeed, Solution Selling, The Complex Sale, etc.
Proficient in use of internal systems for accuracy in forecasting (CRM, Salesforce, Quoting tools, etc.)
Successful record of communicating the business value of strategic software solutions to healthcare executives including CIO, CMIO, CNO, CFO, COO, etc.
Knowledge of how the ACA, ACO’s, insurance companies and other factors influence decisions that healthcare executives make on their buying of technology
Demonstrated understanding of clinical workflow in healthcare organizations
Demonstrated understanding of healthcare procurement procedures and sales cycles
Ability and passion to call suspects, prospects, and leads generated from Marketing
Robust interpersonal skills with evidence of teamwork and collaboration
Exceptional written and verbal communication skills with customers at all levels
Solid process orientation, demonstrated resource management and allocation experience, and the ability to perform multiple tasks simultaneously
Ability to demonstrate enterprise software at all levels within the hospitals
Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, and/or messaging and paging preferred
Knowledge of emergency notification and call center applications preferred
High level of product knowledge of critical communications, IT, and competitive products preferred
Demonstrated aptitude and success in fostering a solid, value-based, and/or Healthcare/IT relationship preferred
Experience selling on-premise and Software as a Service (SaaS) solutions.
CRM (Salesforce and Sales Process (Altify) experience preferred.
Must be able to travel up to 50%.

Pre screen questionnaire:

1. How much of your time is spent selling to new prospects versus selling back to your current base of customers? (hunter vs. farmer)

2. What is the length of the longest negotiation/sale you've successfully completed?

3. What is the average dollar amount of your deals and what is the highest dollar sale you've ever made?

4. How many times have you over performed in the last 3 years? Quota for 2019: $$$ Achieved: $$$ Quota for 2018: $$$ Achieved: $$$ Quota for 2017: $$$ Achieved: $$$

5. Does that candidate have experience working in a healthcare and/or clinical environment? If so, explain.

6. What is your desired Compensation?

7. What is candidate's Home Location Zip Code

Job Insight:
Must Have:

- Current active contacts with healthcare industry executives within the territory; CMO, CNO, CIO and/or CEO
- Direct healthcare sales experience or experience selling software solutions
- Experience selling on-premise and Software as a Service (SaaS) solutions.
- Must be able to travel up to 50%.

Nice to Have:

- CRM (Salesforce and Sales Process (Altify) experience

- Knowledge of PBX, CTI, & VoIP products, LAN/WAN environments, and/or messaging and paging

- Product knowledge of critical communications, IT, and competitive products

FAQ:

-Who does this position report to?
VP of Sales

-Will there be any direct reports to this person?
No

-Is this new role or replacement?
Replacement

-Is this more of a leadership / managerial role or will this person also have hands on sales target?
This is an Individual contributor role with sales target , this role does has no sales management

-What will be the individual sales target in terms of Dollar amount?
The Quota - $1.5M for 1st year, $2.5M for 2nd year

-What is the on target earning (OTE) / commission for this role?
Around $250K+ US

-What will be the sales territory (geography) in Australia this person will sell into?
All of Australia

-What are some of the target companies / competitors we should target in Australia to recruit such person?
Enterprise software companies in the healthcare industry (Phillips, Medtronic, Vocera) we prefer someone with SaaS experience

-What will be travel requirement?
Could be traveling 50%

-What is the interview process?
TA Screen, Hiring Manager Phone Interview, 2- VP Phone Interviews and SVP Phone Interview – all are being conducted via WebEx