Director - Enterprise Sales - SaaS

Enterprise sales Director

What are the Responsibilities?

- Own sales strategy and execution from lead to close

- Establish lasting relationships with senior executives and decision-makers at F500s and Bluechips

- Foster new relationships for Pando through outbound efforts

- Generate inbound interest by evangelizing Pando

- Help educate customers on the value of Pando throughout the adoption cycle, in conjunction with the Customer Success Team

- Navigate key decision makers to build Pando awareness within client organizations

- Identify customer needs and collaborate with customer teams to ensure customer success with special emphasis on signup, implementation, and renewal

- Initiate, negotiate and close new and renewal contracts with customers

- Communicate and organize/escalate issues appropriately including: billing, legal, security, on-boarding, and technical inquiries

- Build strategic adoption plans for customers in collaboration with different teams (Technical Account Managers, Customer Success Managers, Leadership, etc.)

- Prepare and educate customers on digital transformation and best practices and ensure smooth transition to Customer Success and Implementation teams

- Monitor and identify sales quotas and closure trends

- Participate in Global Product Council discussions, provide recommendations based on customers' business needs and usage patterns to build new products/features

- Conduct periodic customer health-checks with an emphasis on customer delight

- Serve as the voice of the customer and collect feedback to drive continuous improvement across all areas including product

What are the Key Requirements?

- 15-20 years of relevant experience preferably in top-tier Enterprise SaaS company

- Experience in quota carrying sales & marketing roles, owning strategy, execution, tactics and team management.

- Experience in new market entry, new product introduction, positioning and 0 Client Management, Sales Operations, Sales force effectiveness, Sales transformation, Business Development, Customer Segmentation, Channel Strategy, Inside Sales, People management, lean service operations, customer support / service, organization design

- Experience managing a pipeline and closing large contracts

- Excellent communication skills both with customers and C-level executives at F500s

- Proven negotiation and quantitative skills

- Strong track record of navigating within large and mid-market organizations

- Ability to develop senior level relationships quickly and effectively

- Solid understanding of Enterprise SaaS applications, collaboration technology, operations management technology, analytics platforms, and/or workflow technologies

- Ability to thriving in a rapidly-changing environment

- Ability to build demand through evangelism, engaging with the ecosystem

- Experience presenting to senior managers and the C-suite

- Ability to manage multiple opportunities simultaneously at various stages of the buying process

- Takes an active interest in increasing customer satisfaction and deepening customer relationships through value delivery

- Ability to do quick dipsticks, POCs, value discovery calls, and value stream mapping

- MBA from a top B-School preferred

- Exposure to Logistics/Operations preferred