Director of Sales, EMEA

Role Overview

The EMEA Sales Director drives sales opportunities in targeted geographies (primarily EMEA), product lines and/or markets for both New Logo and existing Made4net customer sales. This will include both direct and reseller sales channels. Will work collaboratively with marketing, business development/sales in other regions, pre-sales, and services on specific opportunities to enhance revenue for Made4net through license and services sales whereby independence, responsibility, initiative, and teamwork are important.  This position will contribute to the achievement of company sales and profit targets.

Essential Roles and Responsibilities

• Maximize sales within assigned regional and/or installed base accounts to achieve annual quota
• Build champion(s) at D/VP/CXO levels within accounts and sales opportunities
• Self-direct prospect activities and work with marketing, business development/sales in other regions, system integrators/partners and resellers to ensure pipeline is at least 3-4 times sales quota for the rolling 12-month period
• Collaborate with EVP of Customer Solutions and Strategy to assist in the recruiting, on-boarding and on-going training of resellers
• Identify, qualify, and close new sales opportunities to both prospective and existing customers
• Design and implement effective quarterly business plans for both direct and reseller sales
• Conduct analysis of customer install base and develop strategic and tactical account strategies to expand and/or cross sell Made4net products
• Assist in subscription and/or maintenance & support renewal process
• Collaborate with new and existing customers and presales to develop and communicate compelling Made4net supply chain value propositions based on ROI and/or cost/benefits analysis
• Maintain professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional organizations
• Prepare and deliver effective presentations to clients in person and virtually
• Conduct discovery sessions in person or virtually in collaboration with presales and services to fully understand customers’ functional and technical requirements and to deliver tailored solution proposals
• Engage and direct appropriate internal resources, including management, pre-sales, operations, etc. to facilitate “pre” and “post” sales processes that drive revenue and enable customer satisfaction
• Document and maintain via Salesforce, accurate commercial/forecast, account information, MEDDPICC and key interactions with prospects and customers throughout the entire sales cycle
• Maintain and grow region/accounts through development of relationships and internal/external Made4net partner & reseller ecosystem
• Maintain high levels of customer satisfaction and loyalty with customers
• Accurately forecast business opportunities by customer, revenue, probability, and timeframe both direct and reseller sales
• Assist with other projects and responsibilities as assigned

Requirements and Qualifications

• • BS/BA degree and 5-10 Years of sales experience selling in a complex sales cycle (4-8 months, multiple stages and stakeholders) in the Supply Chain/ERP/OMS/TMS markets)
  • Business fluency in French and German (preferred not required)
  • Proven sales quota attainment track record
  • Cloud/SaaS sales experience preferred
  • Experience selling software and implementation services in a single transaction required.
  • Demonstrable experience selling in a team-based model (e.g., a virtual team that includes business development, presales, services, etc.) required
  • Demonstrable use/training of sales process/methodology (e.g., MEDDPICC, Challenger Sale, Solution Selling, Force Management, Complex Sale, Power Base Selling).
  • High level of comfort selling to C/VP suite, operational and technical (IT) stakeholders.
  • Proven “farming” business development/sales skills or customer success/delivery skills w deep product knowledge
  • Outstanding presentation, facilitation, communication, and negotiation skills
  • Desire to sharpen skills and challenge current processes and approaches
  • MS Office: Excel, PowerPoint and Word proficiency preferred.
  • Customer focused, consultative Account Management, cross sell and upsell skills preferred
  • MS Office: Excel, PowerPoint and Word proficiency preferred.
  • Travel required: up to 50% (depending on travel restrictions)

  Reports to: EVP of Sales with a dotted line to CTO/Managing Director EMEA/APAC