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Customer Sales Director - Net New Sales (West)
Brand: SumTotal
Req#: 451912
Updated: 05/08/2018
Job Type: Regular
Location: Remote - Works From Home
Category: Sales
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Job Description

About SumTotal:

SumTotal Systems, A Skillsoft Company, is the only HR software provider to deliver Talent Expansion™ solutions that provide organizations a whole new approach to discovering, developing and unleashing hidden potential within their workforce.

SumTotal has nearly 30 years of learning and HR software experience. High-performing organizations recognize that learning and development are core to their business success and overall talent management and workforce initiatives. That’s why more than 3,500 organizations, including many of Fortune’s “Best Places to Work,” rely on SumTotal’s on-premise and cloud-based applications to enable their employees.

Customer Sales Director Position Overview:

We seek highly motivated, achievement-driven sales executives to join our growing sales team.  You will receive a competitive base salary, sales incentive compensation and exceptional benefits, as well as generous performance-based rewards for over achievement.

The Customer Sales Director (CSD) is a field sales role responsible for net new business, direct client contract value retention as well as growth through contract expansion and the introduction of new products and services.  Your client base will consist of some of the largest and most prestigious organizations.

The Customer Sales Director (CSD) sells complex enterprise solutions supported by the best sales talent, training, and tools in the industry. Our CSD’s are passionate and enthusiastic about sales and understand how to sell value – not products – to our customers and prospects.

Position Responsibilities Include:

  • Consult with C-level Human Capital, Learning and Talent Management, and Technology executives to develop and implement an effective, enterprise-wide strategy that maximizes the value delivered by our products and services
  • Deliver increased customer satisfaction to drive retention & account growth
  • Adopt and consistently execute our proven sales methodology
  • Be proficient in account planning and territory management
  • Manage pipeline and forecast accuracy on a monthly/quarterly/annual basis within Salesforce
  • Maintain competitive knowledge & focus
  • Achieve in-depth knowledge of our products and services
  • Perform as self-starter who effectively works within a strong team culture while independently managing their assigned territory
  • Operate with a sense of urgency and demonstrate a positive, winning attitude
  • Embrace and champion innovative ideas and encourages others to do the same
  • Continuously invest in self-development by leveraging our award-winning training solutions

Required Skills and Experience

  • 5+ years of outside sales experience with consistent achievement of sales quotas, preferably within the learning, human capital, or technology (services, software, or hardware) sectors
  • Proven ability to prospect and manage C-level and senior level relationships within Fortune class organizations
  • Strong demonstration of intellect, drive, executive presence, and sales acumen
  • Proven experience building client relationships by offering value-added, insightful and strategic insight
  • Demonstrated ability to develop and execute to success strategies for securing new business
  • Proficiency in demonstrating software and speaking to technical and non-technical executives
  • Excellent written and oral/presentation skills
  • Ability to develop and conduct effective presentations with contract decision makers (c-level)
  • Demonstrated success executing the full life-cycle of the sales process from prospecting to close
  • Ability to learn and apply proven consultative sales methodologies such as CEB Challenger Sales, Basho Strategies, Value Selling, and Solution Selling
  • Ability to travel 50%
  • Bachelor’s Degree

SumTotal Systems is an AA/EEO/Disabled/Veteran's employer.

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Skillsoft is an Equal Opportunity-Affirmative Action Employer: It is the policy of Skillsoft Corporation to provide equal employment opportunities to applicants and employees without regard to race, color, national origin, citizenship, religion, sex, sexual orientation, age, marital status, disability (mental or physical), protected veteran status, genetic information or any other class protected by law