Our client is a global leading provider of ECM services and is seeking a Director of Sales for the Northeast Region to join our growing team. This position will be responsible for a Digital sales quota in a multi-state territory, headquartered in Northern New Jersey headquarters. The position requires a strategic thinker with a focus on driving revenue across enterprise business. The Director will have a track record of success in sales of major initiatives, and a strong knowledge of customer solutions life cycles, sales processes, the competitive landscape, and the development and execution of go-to-market sales plans.
Attain targeted sales for the Northeast Region by developing new prospects and interacting with established customers.
Lead generation and prospecting activities to maintain required pipeline of prospect accounts.
Qualify, research, track and develop leads into viable business opportunities.
Effectively articulate the value proposition to multiple organizational levels.
Develop strong business cases, proposals and presentations for sales opportunities.
Negotiate the terms of agreements and close sales.
Participate in trade shows, conferences and industry events to build industry and customer awareness of the services and solutions.
Maintain a strong knowledge of the industry, trends, technology, competitive offerings, and customer requirements, and provide informed feedback to the company.
Participation in professional organizations (sales, marketing, industry associations).
Assist with the identification and development of regional partnerships that bundle or directly integrate services with enterprise applications and solutions.
Must have minimum of 5 years of experience selling large scale document imaging projects
A strong hunter mentality – the ability to prospect and sell into new account opportunities, then upsell within the account.
Previous experience selling ECM / content services solutions, cloud-based/hosted systems, BPM, document imaging, or similar applications.
Previous experience selling services – experience with outsourced services and the cloud-based model a plus.
Extensive background selling to C-level executives (CEO, CFO, CTO, CIO).
Ability to effectively articulate the value proposition to multiple levels.
Strong experience building and presenting ROI models.
Proven record of exceeding quota in previous positions.
Demonstrated ability to win competitive major account sales.
Formal sales training (Solution Selling, Miller Heiman, SPIN, etc.).
Solid business acumen – strong understanding of how businesses operate across functional areas.
Ability to grasp and map processes and corresponding document and information flows between departments.
Participation in professional organizations (ARMA, HIMSS, AHIMA, AIIM, industry associations).