SUMMARY JOB DESCRIPTION

SumTotal’s Workforce Management solution delivers a single, complete solution covering all aspects of workforce scheduling, time and attendance, absence and leave management. Going beyond traditional workforce management systems, SumTotal's Workforce Management solution is integrated within SumTotal’s end-to-end Strategic Human Capital Management solution providing organizations a single unified solution covering all HR processes.  As a result, SumTotal helps organizations significantly improve the efficiency and effectiveness of their workforce.

The individual in this position will direct and mentor a successful team of Workforce Management Sales Managers in managing customer accounts, developing new business opportunities and consistently meeting SumTotal’s revenue objectives. This person will collaborate with peers in Marketing, Support, Sales Support and Professional Services and serve as a strategic contributor in the company’s market penetration and bookings goals.

DUTIES & RESPONSIBILITIES

• Defines and set sales strategy for team while working closely with direct reports to ensure proper implementation, follow-up and follow-through of strategy.
• Successfully manages and engages the team in software sales and solution selling involving compelling value propositions based on ROI cost/benefit analysis.
• Executes sales process and strategy for new and existing customers
• Interfaces regularly with customers and prospective customers to discuss their needs and the long-term value of SumTotal Systems solutions.
• Acts as executive leader to the customer, providing corporate resources to ensure the highest levels of customer satisfaction.
• Provides sales forecasting, pipeline development, and maintains the operating budget.
• Monitors and reports key information and metrics to the executive team.
• Meets team sales quotas.
• Sets and reviews both quarterly and annual goals and objectives for all Sales team members.  

ESSENTIAL SKILLS, EXPERIENCE & EDUCATION

• Minimum 10+ years experience in sales, to include experience with an enterprise software company
• Minimum 5 years of experience in Workforce Management software sales
• Minimum 5 years of management experience with demonstrated success in leading and building a team
• Bachelor’s degree in business field or equivalent knowledge and experience
• Strong customer focus with excellent customer service skills
• Excellent verbal/written communication skills
• Demonstrated computer skills including MS Office (Word, Excel, PowerPoint Outlook), Internet, and ability to quickly learn new software applications

SumTotal Systems is an EOE and strongly supports diversity in the workplace.