Director of Sales

Compugen Inc - Montréal, QC (6 months ago)

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About Compugen:
Compugen is one of Canada's top Information Technology (IT) solution providers with extensive service and support resources. Our vision is to “simplify the business of technology, together” by focusing on business objectives and outcomes, aligning the most relevant and effective IT solutions to meet those requirements and providing extraordinary ongoing support capabilities.
Every day, over 1,500 dedicated employees across Canada focus on providing extraordinary customer service and support experiences to private and public sector organizations. Since 1981, the Compugen team has developed a strong reputation with market-leading vendors and customers, for creating, implementing and supporting creative IT solutions that delight thousands of customers.
Canadian organizations of all types are dealing with “Digital Transformation” strategies related to four IT industry mega-trends: Cloud, Mobility, Big Data and Social Media Platforms. There are major shifts that are taking place in businesses and in IT that are unfolding with unprecedented speed. Compugen is uniquely positioned to empower customers to embrace and leverage the benefits from these four mega-trends with new, relevant IT-based strategies and solutions while operating and maintaining cost-effective technology infrastructure and processes for datacenters and end user environments.
Introduction:
Compugen is seeking a motivated, passionate, self-directed sales professional with proven business acumen and leadership capabilities to directly lead and manage the Montreal branch sales team and be responsible for the sales of Compugen’s IT solutions and offerings into the Montreal market.
You will be directly managing a team of 6 field sales professionals, assigned to this market that currently drive over $60M in sales annually for Compugen.
Working closely with Compugen’s sales and service delivery teams, you will be the Sales Director for this market at Compugen. You will report to and work directly with the VP of Sales for Central and Eastern Canada to plan and execute a multi-year complex and comprehensive sales strategy for this market.
Your sales team will work with existing customers and new prospects alike to transform these organizations through Compugen’s innovative IT solutions. The successful candidate enjoys developing new business contacts and relationships and is motivated by the challenges and excitement of building and growing a business. You have a strong work ethic, are determined and focused and have a positive, “can-do” attitude and believe in collaboration and teamwork as the best way to do business. You meet people easily, have the ability to build trust and confidence and are a passionate customer advocate committed to solving problems for clients. You have a strong desire to win under intense competitive pressures and have a demonstrated ability to come up with innovative and creative strategies and solutions. You have a passion for managing and developing people and teams. You are a mentor for others and excel when “leading from the front”. You are adept at adapting to change and driving the ensuing team transformations and GTM strategy evolutions.

Responsibilities:

  • Manage, maintain and expand business with the current Compugen clients
  • Develop new opportunity and business in the market for Compugen
  • Implement sales programs by developing field sales action plans
  • Establish sales objectives by forecasting and developing annual sales quotas; projecting expected sales volume and profit for existing and new offerings
  • Manage a large enterprise sales team and coach sales and sales support staff
  • Implement GTM sales strategy in the market
  • Responsible for performance reviews and development of sales team
  • Provide accurate forecasts for annual, quarterly and monthly revenue/profit streams
  • Build and maintain senior level relationships within accounts
  • Meet/exceed required team sales targets in both the product and services categories
  • Maintain/develop a high level of knowledge of new technology and Compugen’s offerings
  • Work effectively/cooperatively with Compugen inside sales, overlay sales, service, administrative, technical and delivery teams
  • Demonstrate a high level of teamwork in all activities

Qualifications:

  • Enterprise sales management experience and proven leadership capabilities
  • Experience with strategic planning and management of the marketing and sales teams
  • Competitive adeptness in establishing and developing sales teams and customer accounts
  • Business savvy, a strong customer focus, self-confidence, and an ability to manage business relations and negotiations
  • Must be able to provide executive level presentations and written proposals
  • Must be proficient and experienced with both unsolicited proposals and RFP response strategies
  • Proven ability to develop long-term and mutually beneficial relationships within the market
  • Experience working in strategic partnerships with large IT based OEMs and Publishers
  • Able to think and plan both tactically and strategically
  • Proficiency with complex solutions and sales
  • Strong Linked In profile
  • Impeccable references from relevant sources

Expectations of your sales team (and by extension you):
* Identify and reach decision makers and key influencers and persuade them to take action
* Build senior level relationships (C-level; Director, VP) within existing client accounts and new prospect organizations
* Professionally and effectively communicate Compugen’s solutions to existing customers and new prospects through presentations, written proposals, RFP responses and regular business correspondence.
* Constantly refresh insight, knowledge and understanding of IT technology industry, solutions and strategies
* Investigate, research and seek information that will lead to a successful sales strategy that creates a selling advantage for a targeted opportunity
* Effective questioning, probing and listening that informs and leads to implementable actions and activities leading to a successful sales cycle
* Comprehend and apply Compugen strategies and solutions to develop existing customer and new prospect business development plans
* Ability to link and apply IT technologies to identified and targeted business outcomes for existing customers and new prospects
* Create compelling solutions that satisfy customer business outcomes that are differentiated to position Compugen as the desired or preferred partner and solution provider
* Create sound financial proposals that meet Compugen business expectations and win deals
* Collaboration and teamwork in the execution of all assignments, roles and responsibilities
* Engage key vendors to develop joint account and market development opportunities leading to new solutions and revenue sources

Job Types: Part-time, Permanent

Experience:

  • Sales: 1 year (Preferred)