Director – Sales (US)

Job Description:

This position reports to the Head of Sales and will play a key role in generating new revenue, defining scalable sales processes, and creating efficient programs that drive predictable sales productivity with emphasis on new logos, upsell, and customer success.

The Director of Sales will be the driving force for identifying business opportunities with new logos, developing strategic relationships with internal key stakeholders as well as hiring and developing top hunting talent. He/she will help define a clear vision on how Suyati can capture greater market share and will lead the execution plan to enable exponential growth.

The Director – Sales must be a collaborative, cross-functional problem solver.

Experience and Qualifications:

• 10+ years of sales experience in IT Services Sales
• Experience in partnership engagements such as Salesforce, Microsoft, Alteryx, etc.
• Prior knowledge in technologies such as Microsoft technologies, Salesforce, AI/ML
• Strong rolodex in software services business with deep connects and relationships across business sectors
• Ability to understand an Indian offshore operation really well – people mindset, leadership styles, rates, profitability, Indian labor and skill market, etc. Selling outsourced software services must be a key expertise
• Partner Alliances selling would be a key strength; an option to hire another sales rep to acquire an additional 10X revenue is open
• Comfortable with work timings involving overlapping time zones
• Proven track record of recruiting, hiring, and on-boarding Sales executives
• Experience presenting to prospects and customers throughout any phase of the deal cycle
• Proven track record of success in YoY revenue growth as a leader of Sales teams selling direct to the Enterprise market
• Experience working in Fortune 500 company environment
• Experience in IT service organization with deep understanding and experience in Indian offshoring dynamics
• Experience working in a hyper-growth company. Strong ability to interact and influence effectively with C-level executives and team members
• Proven track record of recruiting top sales talent
• Demonstrated ability to develop strong consultative relationships with external partners and internal cross-functional teams at all levels
• Ability to offer solution-based sales approach
• Experience and a proven Sales methodology including pipeline management, forecasting, and prospecting for new opportunities
• Strong leadership qualities with proven track records
• Strong communication and presentation skills

Key Responsibilities:

• Consistently achieve or exceed the company’s Sales plan targets
• Be willing to personally manage key accounts as we scale
• Partner cross-functionally to define and implement an end-to-end GTM strategy that drives growth into our target prospects
• Drive new logo acquisition focus within Sales
• Manage company CRM, providing key data for business decisions
• Ensure successful execution of the Sales plan to meet or exceed pipeline, bookings, revenue, and retention goals
• Mentor and develop sales teams including the recruitment, on-boarding, and training of Accounts executives and building a best-in-class team
• Build adequate compensation plans to maximize productivity of the Sales team and support company goals
• Conduct weekly forecast meetings and weekly one-on-one’s with direct reports and lead the coaching of the team in forecasting and driving results
• Mentor direct reports in Sales and closing strategies, pipeline management, and deal velocity management
• Contribute to building a “best place to work” and a winning culture that attracts and retains the best and the brightest workforce

Behavioral Characteristics:

• Enjoys selling, creative, and optimistic
• Good communication skills
• Relationship building
• Able to work closely with Solutions and Delivery teams and collaboratively take risk on new capabilities that are sold
• Adaptable, flexible, and risk-taking attitude
• Collaborative and seeks help from network or organization
• Adept in tracking sales number and plans his/her activity for the week/month/quarter
• Manages sales data in CRM

 Culture and Values at Suyati:

• Expertise
• Empathy
• Dependability
• Put organization first
• Collaboration
• Data-driven performance