Director of Sales - Enterprise Account Management

Director of Sales – Enterprise Account Management/Remote, USA

Who We Are

Solera is a global leader in data and software services that strives to transform every touchpoint of the vehicle lifecycle into a connected digital experience. In addition, we provide products and services to protect life’s other most important assets: our homes and digital identities. Today, Solera processes over 300 million digital transactions annually for approximately 235,000 partners and customers in more than 90 countries. Our 6,500 team members foster an uncommon, innovative culture and are dedicated to successfully bringing the future to bear today through cognitive answers, insights, algorithms and automation. For more information, please visit solera.com.

The Role

The Director of Sales, Enterprise Account Management will provide leadership and guidance to a team of remote sales professionals in regional markets in the U.S. and will be responsible for achieving established sales team goals. The Director of Sales, Enterprise Account Management will focus on new business growth for the organization and will be responsible for teams’ management of the entire life cycle of the sales process including pipeline management, development, product presentations and demonstrations, proposal development and submission, negotiations and contracting.

What You’ll Do

• Lead and mentor a team of sales professionals in nurturing, cross-selling, and expanding our relationship with Enterprise customers for Solera software products and services.
• Oversee team’s sales activity, KPI’s and ensure pipeline activity is consistently maintained for the region.
• Develop and execute a business plan and sales strategy for the sales team that ensures expansion of accounts to exceed sales quotas and increase Annual Recurring Revenue.
• Manage tight, organized sales processes with quality forecasting and operational performance.
• Develop compelling value propositions based on ROI cost/benefit analysis.
• Coordinate and qualify “Proof of Concept” studies for prospects through the Solutions Engineering Team.
• Execute against the major milestones of the sales process.
• Serve as a main point of contact for the escalation of customer service issues and maintain high levels of customer satisfaction and loyalty with customers.
• Manage account and contact information through the entire sales lifecycle process using Salesforce.com; ensure that the sales team maintains detailed account profiles and prepares sales and activity reports as required.
• Remains highly knowledgeable of the company’s products and target industries to facilitate sales efforts.
• Promote, market, speak, and highlight company’s success in the market through market experience.
• Interact with cross-functional business leadership teams including Finance, Contracts, Product Management, Customer Service, and Engineering.
• 50% travel required.

What You’ll Bring

EXPERIENCE:

• Minimum of 10 years’ experience selling Total Value of Ownership at the C-level or to business owners
• Minimum of 5 years’ experience managing a field sales team selling enterprise level solutions
• Experience in Transportation/Supply Chain with established relationships (not required)

KNOWLEDGE/SKILLS/ABILITIES:

• Knowledge of business software applications industry and/or business-to-business background.
• Understanding of supply chain management, logistics, transportation, or wholesale distribution industries.
• Proven sales leadership, self-starter, driven mentality, determination and a verifiable track record of increasing sales, revenue, and profitability within a sales organization.
• Strong leadership skills with an entrepreneurial spirit.
• Proven track record in hiring, training, setting, and tracking goals, and making a sales team independently productive.
• Excellent consultative and competitive sales skills that leverage both strong metrics driven processes and relationship-driven techniques.
• Track record and success in selling high value, long lead time enterprise solutions software or high value services.
• Proven track record of meeting and exceeding sales quota.
• Outstanding presentation, facilitation, communication, and negotiation skills.
• Outstanding customer-focused account management skills.
• Mature sales execution capabilities and experience.

It is impossible to list every requirement for, or responsibility of, any position. Similarly, we cannot identify all the skills a position may require since job responsibilities and the Company’s needs may change over time. Therefore, the above job description is not comprehensive or exhaustive. The Company reserves the right to adjust, add to or eliminate any aspect of the above description. The Company also retains the right to require all employees to undertake additional or different job responsibilities when necessary to meet business needs.

EQUAL OPPORTUNITY EMPLOYER
SOLERA HOLDINGS, INC., AND ITS US SUBSIDIARIES (TOGETHER, SOLERA) IS AN EQUAL EMPLOYMENT OPPORTUNITY EMPLOYER. THE FIRM'S POLICY IS NOT TO DISCRIMINATE AGAINST ANY APPLICANT OR EMPLOYEE BASED ON RACE, COLOR, RELIGION, NATIONAL ORIGIN, GENDER, AGE, SEXUAL ORIENTATION, GENDER IDENTITY OR EXPRESSION, MARITAL STATUS, MENTAL OR PHYSICAL DISABILITY, AND GENETIC INFORMATION, OR ANY OTHER BASIS PROTECTED BY APPLICABLE LAW. THE FIRM ALSO PROHIBITS HARASSMENT OF APPLICANTS OR EMPLOYEES BASED ON ANY OF THESE PROTECTED CATEGORIES.