Director, Sales & Marketing (Marketing)
System Innovators is seeking a Director of Sales and Marketing to join their team! This important role has the responsibility for leading the overall Sales team and process of selling the iNovah Enterprise Revenue Management solution into medium to large municipalities as well as expansion opportunities with the existing base of clients.
Here at System Innovators, we're driven by a mission to be the leading provider of enterprise revenue management solutions to government and utility clients. To make our mission possible, we need talented and dedicated individuals on our team. We offer employees a casual work setting, competitive benefits package and stable environment.
We are a financially strong, growing and stable company that offers employees the opportunity to learn and have fun!
JOB DUTIES AND RESPONSIBILITIES
The Director of Sales and Marketing is responsible for the sales and marketing team, maximizing revenues through the planning and management of sales activities for the entire sales group within the assigned Harris Frontline System Innovators Business Unit.
Key responsibilities include:
- Generating new business and fostering relationships with current clients
- Developing and managing US based Sales team
- Inspiring and leading the work effort of the Sales team
- Ensuring sales metrics are met or exceeded, including P&L responsibilities for the department with monthly, quarterly and annual forecast predictability and accountability;
- Collaboration with Research and Development on requirements for new applications and or software suites.
- Collaborating with team members and leaders (both technical and business) to improve the customer experience; and
- Mastering the product portfolio in order to articulate value via presentations and proposals, ensuring technical solutions and services are aligned to client needs.
As a member of the Executive team, the Director of Sales will be expected to communicate, liaise, and negotiate internally and externally using appropriate methods to facilitate the development of profitable business and sustainable relationships.
Specific deliverables include:
- Direct management of Sales team to maximize sales revenues and achieve BU objectives; responsible for all activities for the Sales Department.
- Develops a clear, achievable forecast for bookings results monthly, quarterly and annually; masters managing forecast data month over month using Harris' forecasting tools.
- Support Sales team in creating a comprehensive annual strategy by:
Continually gathering and analyzing market data and technology trends
Consistently developing comprehensive competitor knowledge
Creating and refining value messaging for products based on circumstances within each territory
Defining specific methods for delivering value messaging within each market
- Attends and presents at external customer meetings and internal company functions
- Maintains and develops existing and new customers through appropriate propositions and ethical sales methods in order to optimize quality of service, business growth, and customer satisfaction.
- Responds to and follows up on sales inquiries using appropriate methods.
- Attends training and develops relevant knowledge, techniques and skills.
EXPERIENCE / SKILLS REQUIRED
- Bachelor degree required; MBA a plus
- Minimum of 5 years software sales experience; customer facing experience with state or local governments/Public Sector, or School Districts highly desirable
- Minimum of 2 years in Sales leadership role
- Experienced in selling payment applications and payment processing services
- Exceptional organizational ability, sales management, critical thinking skills, decisiveness, and willingness to appropriately accept risk
- Ability to travel a minimum of 25%- 50% of the working month on average
- Comfortable presenting software in front of executives, supervisors and end users
- Comfortable with technical architecture discussions and industry sales practices
- Superior oral, written and presentation skills
- Excellent interpersonal and communication skills, especially effective listening and customer orientation mastery
- Fluency in Microsoft Office tools and CRM applications
Location
Qualified CONUS candidates who reside in Southeast US or close to airports are strongly preferred.
SALARY
Compensation will be commensurate with experience and job responsibilities and is comprised of base salary, commission (% of sales) and participation in the Harris bonus plan. Harris offers excellent benefits including a generous vacation policy as well as health, dental, life and disability insurance.
