PS Sales Director

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PS SALES DIRECTOR 

POSITION OVERVIEW

E2open is seeking a sales professional to support the Company’s growth by identifying new business opportunities and nurturing, building, and growing relationships with clients. The Professional Services Sales Director (PSSD) plays a critical role in e2open and will serve as a trusted advisor to our clients, building awareness of e2open’s products and services, resulting in successful sales for e2open.   

The PSSD collaborates with colleagues to achieve sales goals, attends industry events to stay up to date on industry trends, generate new business leads, and prepares sales presentations for potential clients. The PSSD must have a high level of accountability, show strong negotiation and closing skills, and be able to work independently and collaboratively. The PSSD should also have excellent presentation skills, understand e2open’s products, competitive advantages and contract terms, accurately maintain e2open’s CRM and generate reports on sales activities and performance metrics. Success in this role will be measured by the ability to secure new business and contribute to E2open's overall growth.

RESPONSIBILITES:

• Build strong relationships with clients and prospects
  • The PSSD is expected to build and maintain strong relationships with clients and prospects. Create and maintain relationships with assigned accounts beyond the primary sponsor in the organization. Maintain a regular meeting cadence with clients.
  • Validate, clarify, and assess clients' ongoing needs.
  • Ensure the client holds the company in high esteem, which is measured by high client satisfaction ratings.
• Build knowledge of e2open’s products and business and continuously train/develop your skills
  • The PSSD is expected to spend time in e2open’s learning management system (e2University) learning about our products and platform, their competitive advantages, and how we support and service clients after they purchase our products.
• Build pipeline and achieve annual quota
  • The PSSD is expected to consistently build pipeline supporting annual quota achievement. The pipeline is expected to be built and managed according to the expectations of Professional Services sales leadership. Meet assigned targets to ensure the volume of sales is at a required level.
• Maintain appropriate close plans for your opportunities.
  • The PSSD is expected to collaborate with the Area Sales Director (ASD) assigned to each account to create and implement account plans with both short and long-term goals and clearly defined steps to reach them. ASD is to have an outlined close plan (in the form of a Close Plan, Joint Work Plan, Mutual Evaluation Plan, etc.) at the opportunity level. Close plans are expected to be built and maintained according to the expectations of sales leadership.
• Engage with cross-functional departments (e.g., Solutions Consulting, Legal, Sales Development, Professional Services, Development, Product).
  • The PSSD must engage with team members in cross-functional departments to support sales deals and ensure performance goals are met.
  • Work cooperatively with other staff members, such as Professional Services leadership, solution implementation experts, sales specialists, and other management as required.
  • Appropriately support company personnel involved in account management, especially in service and support resources, to ensure account performance objectives are met and to ensure complete client satisfaction.
  • The PSSD should collaborate with the Area Sales Director to maintain account plans that include organization structure, e2open sponsors at the client, key players, product utilization, and plan to cross/upsell and close new attached PS and unattached PS deals.

• Understand existing contracts and negotiate future contracts
  • The PSSD must understand their current contracts with clients in their accounts, including pricing, service level agreements, and the terms and conditions. The PSSD must also abide by the internal processes in the contracting process.
• Maintain Salesforce
  • The PSSD is required to maintain Salesforce in a timely manner. Maintenance of Salesforce is a critical responsibility for sales representatives. Salesforce is a system of records that helps to track sales-related activities, provides data for analysis, and enables cross-functional collaboration. Maintaining Salesforce includes:
    • Updating client information: Ensure that all client information in Salesforce is accurate and up to date. This includes contact information, company information, and other relevant data.
    • Tracking sales activities: Use and maintain data as required in Salesforce to record all sales-related activities, such as calls, meetings, and emails with clients. This information helps to track the progress of deals, align and collaborate with colleagues, and provides valuable data for analysis.
    • Managing the sales pipeline: Regularly update the status of all sales opportunities in Salesforce to reflect their progress through the sales pipeline. This helps to keep the sales team and management informed about the status of all deals in progress.
    • Generating reports: Use Salesforce to generate reports on sales activities, deal progress, and other key performance indicators. These reports provide valuable insights into sales management and help identify improvement areas.
  • Additional duties as assigned

QUALIFICATIONS AND EXPERIENCE:

• Minimum of 8-10 years of experience in Professional Services delivery and Professional Services sales, with a focus on SaaS solutions, preferably in the supply chain management domain.
• Bachelor's degree in relevant field.
• Proactive and motivated to go above and beyond to obtain business and keep clients happy.
• A problem-solving and common-sense mentality to approaching solutions and ability to explain technical solutions in a non-technical environment.
• Previous experience creating proposals, negotiating, and renewing contracts
• Superior communication skills (both written and oral) and comfortable presenting and speaking to senior-level executives.
• Outstanding organizational skills and the ability to manage multiple moving parts and accounts simultaneously.
• A fast learner who can hit the ground running and learn our products inside and out quickly.
• An outside-of-the-box thinker with proven experience developing creative solutions to clients’ out-of-the-ordinary problems.
• Leadership skills with an empathetic customer first approach
• Proficiency in using Microsoft Office tools.
• Proficiency in using CRM systems and other sales tools.

PHYSICAL REQUIREMENTS:

• General office environment and responsibilities requiring:
  • Extensive use of the computer which involves viewing a monitor and keyboarding for most of the workday
  • May require 20-50% travel on a regular basis. Occasionally more as required