About the position
The Director of Global Sales is responsible for cultivating, leading, and managing a Global Sales Team to position and sell BST's Enterprise software solutions and accompanying suite of services to new and existing clients. This role involves continual refinement of sales processes, including Lead/Opportunity Generation activities through to final sale and contract negotiation. The Director leverages BST's solution selling methodology to guide the team in developing relationships with prospective clients and presenting the BST Enterprise solution in a way that differentiates it from competitors and addresses the specific needs of potential clients. This position is highly visible both internally and in the Architectural, Engineering, and Construction (AEC) marketplace.
Responsibilities
- Cultivate, promote and guide a Global Sales Team to present BST Global and Software Solutions to the market
- Create regional, prospective and client account business plans in partnership with each Account Executive that generates at least 3X to 4X of their quota in pipeline opportunity
- Refine and evolve BST's Sales Process including lead generation activities, qualification activities, discovery interview process, and presentation of the software solution
- Provide sales follow-up details and coordinate with BST staff to ensure client questions are addressed
- Negotiate commitments from clients and obtain agreements for software and services
- Create and nurture executive relationships with key leads while positioning the BST executive team
- Collaborate with peer Directors in the Growth organization to maximize revenue growth
- Continue to develop product knowledge and industry expertise while mentoring staff
- Work closely with account executives to grow and mature the overall team
- Perform other related duties as directed
Requirements
- 15+ years application software sales experience, preferably in the ERP sector
- Strong knowledge and relationships in the AEC industry
- Excellent communication and presentation skills, comfortable with C-Suite discussions
- Ability to lead people in a collaborative team environment
- Excellent time management and organization skills
- Self-motivated
- Well versed in MS Office and Outlook, as well as Internet-based applications
- Knowledge of Microsoft software architecture including SQL Server, Windows Share Point Services, MS Project, MS CRM and basic Windows network OS.
