Director of Sales, Account Management (Full-time | Grand Rapids)
Overview
The Director of Sales will set the pace and be responsible for leading a group of talented Account Executives in strategic planning, account management, and the overall retention and growth of OST’s relationship within our existing client base. In this role, you will mentor, develop, and grow an enterprise sales team, drive pipeline development, lead account strategic planning, and deliver accurate forecasting and goal achievement. This role requires a hands-on approach heavily focused on joint sales calls and continued partnership and support for the team.
Essential Responsibilities
- Lead, develop, and coach account managers to identify and successfully maintain and generate new revenue on existing accounts.
- Ultimately responsible for the growth and management of the sales pipeline for the account management team.
- Establish senior level relationships within key accounts ensuring understanding of OST’s value proposition based on understanding of their business and our solutions.
- Determine and drive a Strategic Account planning process that results in deeper relationships and continually deeper/wider use of our services.
- Provide regular visibility for team and leadership on customer challenges and how we can solve them, industry trends, best practices, and competitive insights.
- Build and foster strong cross-functional internal relationships to facilitate efficient processes for product development, pipeline management, compensation plans, sales reporting, and revenue forecasting.
- Strategize and guide the team through deals, pricing, and contract negotiations.
- Continually promote OST by developing further contacts within the business communities and serving as an ambassador in the market(s).
- Successfully attract, manage, retain, and develop employees, including succession planning.
- Partner with marketing colleagues on account-based marketing strategy.
- Lead the optimization and collaboration in the development and execution of strategic and tactical plans to achieve growth potential and optimal business partnership in each account.
- Perform regular planning and reporting (e.g. collaborate with finance on forecast for overall account portfolio, ensure quality data in the CRM).
Required Skills and Experience
- At least 10 years of highly successful enterprise technology sales experience, with a demonstrated track record of consistent over-achievement against assigned quota and a resulting high level of income attainment.
- Experience in sales leadership and leading highly successful sales reps.
- Strong executive presence – intelligent, polished, and articulate.
- Knowledge and experience in managing a highly complex technology sales process is essential.
- Ability to exercise effective judgment, sensitivity, creativity to changing needs, and situations.
- Proven track record of meeting or exceeding performance objectives (revenue targets, pipeline targets, etc.).
- Comfortable with the grey and can switch gears quickly.
- Self-motivated and hold yourself, and the team, accountable for achieving results.
- Believe process and continuous improvements are critical for long-term growth and success.
- Believe great companies win as a team.
- Demonstrate high levels of integrity, initiative, honesty, and leadership.
- Passion for technology and creativity to solve customer problems by delivering world-class software and consulting solutions.
Education
- Bachelors’ degree in Sales, Business, or related field
About OST
www.ostusa.com
OST is an integrated, cross-functional business technology firm bringing together strategy & insights, digital experiences, connected solutions, hybrid IT, and enterprise managed services as we work alongside clients to optimize and grow their businesses. With offices located in Grand Rapids, Detroit, Minneapolis, London, Hong Kong and Singapore, OST and OpenDigital, the digital consultancy at OST, engage in ways that make the most sense and yield the best results. Our customers include global Fortune 2000 companies to funded startups. This is all wrapped in a friendly, flexible, people-centered culture. OST has been recognized in Inc. Magazine’s 5,000’s Fastest Growing Private Companies, CRN’s Tech Elite 250, and as a National Best & Brightest Company to Work For.
