[Hiring] Sales Director @Invisors

Role Description

As an Invisors Sales Director, you will use your extensive experience, domain expertise and consultative selling skills to initiate and support sales of Invisors’ Workday services. With a hands-on, collaborative approach, you will provide coaching to internal stakeholders and develop strategy and win themes via close collaboration with Workday and the prospect. You will own the end-to-end sales process, driving sales pursuits to successful outcomes, thereby supporting Invisors' growth and profitability goals.

Duties and Responsibilities

• Territory Plan:
  • Develops and executes successful territory development plans to increase sales pipeline to help achieve or exceed growth targets.
  • Plans activities including relationship management, quarterly roadshows, structured regular cadence on target accounts, and detailed next steps for accounts.
• Sales Strategy:
  • For each pursuit, works to understand and address prospects’ needs (including stakeholders’ preferences, unofficial coaching, etc.) as well as competitors’ strengths and weaknesses, Workday’s concerns and expectations, and internal Invisors delivery and solutions recommendations.
  • Develops and executes strategy that best navigates and reconciles objectives and constraints, leveraging Invisors’ differentiation to maximize probability of winning new business.
• Sales Cycle:
  • Works in close collaboration with solutions team, leadership, and pursuit team to find creative ways to provide value to our customers/prospects or Workday; to create entry points into pursuits early, keep competition at bay when possible, and ultimately enable the most appropriate solution, timeline, effort, and pricing to be drafted and presented effectively.
  • Owns and manages all phases of the business development cycle for active pursuits, including assembling pursuit teams, identifying win themes, managing and composing RFP responses and proposals with solutions team, coaching and rehearsing pursuit team presentations, pricing strategy with leadership, proposal negotiations, development of the statement-of-work with solutions, facilitating completion of all contract details and facilitating a successful transition-to-delivery.
• Marketing Events:
  • Actively participates in key events, such as trade shows, Workday conferences, or targeted local marketing events to passionately educate Workday customers and prospects on both Workday and Invisors’ key differentiators and help identify where and how we can best support their needs.
• Prospecting/Leads:
  • Promotes Invisors within Workday organization and across the Workday customer base.
  • Helps identify prospects by mapping Invisors team’s relationships to target accounts in territory and coordinating with Workday sales where appropriate.
• Solution/Market Education:
  • Stays current with Workday solution functionality, benefits and roadmap.
  • Helps identify and share trends regarding customer needs around Workday deployment services to help keep Invisors at the forefront of the market.
• Relationship Building:
  • Develops and maintains relationships with Workday sales executives, sales leaders, business development managers, alliance managers, and other stakeholders who we can support on deals, and who can help position Invisors for deployment services.
  • Maintains relationships with stakeholders at prospects after they become customers to maximize reference-ability for Invisors.
• Activity Tracking:
  • Regularly and proactively updates and tracks sales data including detailed customer and prospect account data, contact information for customers, prospects and Workday stakeholders, and detailed pursuit activity, status and next steps for all active deals.

Qualifications

• Driven to act, self-starter.
• Hate-to-lose mentality.
• Organized; frequently and proactively tracks activity and updates progress.
• Extroverted and service-oriented; genuinely wants to help clients solve problems.
• Projects urgency; responds promptly and effectively to all inquiries.
• Hard-hitting and flexible.

Requirements

• Able to thrive in a fast-growing small company environment where contributions have direct tangible impacts.
• Energized by creative entrepreneurial spirit of fast-growing team.
• Embraces a unified team-first approach to our business.
• Conducts oneself as a leader and coach of a pursuit team.

Prospect Interaction

• Demonstrates strong prospect-facing skills with the ability to clearly articulate ideas.
• Able to develop credibility and trust.
• Demonstrates excellent presentation skills.
• Excellent verbal and written communications skills.

Insights/Problem Solving

• Demonstrates strong functional or deployment knowledge.
• Ability to gain both direct and indirect insights from interactions with stakeholders.
• Creative problem-solving skills to help team navigate through business/delivery constraints.