Director, Sales – Americas – Audit & Assurance

Director, Sales

TeamMate is looking for a Director, Sales to join our organization. This role is a remote position. Candidate can be based anywhere with a strong preference for the East Coast time zone. Will consider Midwest locations as well. As part of Wolters Kluwer’s Corporate Performance & Environment, Social & Governance (CP & ESG) Division, our Business Unit, TeamMate, is looking for an experienced and successful candidate who will lead our largest and most significant region for TeamMate, the Americas. As a leader of the Americas Sales Region, you will be accountable for Field Sales, Inside Sales, and Pre-Sales managing a team of managers and senior account managers. Directs and indirect, total approximately 30 employees. As Director, Sales, you will be primarily responsible for accelerating the growth of software & services sales results for the Americas region, inclusive of Canada, United States, and Latin America. In this highly visible sales leadership role, the focus will be on developing the sales acumen, processes, and discipline that will enable exponential sales growth. Your background and experience will enable you to structure and execute sales processes, refine team member skills, and effectively manage sales resources to support the high growth financial targets for the business.

Essential Duties And Responsibilities - The Director, Sales will report to the SVP & GM and is responsible for delivering the quota required from the selling channel. Responsible for setting up the Americas regional go-to market strategy in cooperation with marketing and manages the full sales cycle from lead generation to contract closing, following an enterprise sales process. Key accountabilities include:

• Recruiting, evaluating, and motivating a top sales organization for the Americas region within TeamMate
• Implement account planning for existing clients that results in high client satisfaction & retention rates while establishing specific revenue growth plans for each account that can be measured quarterly and annually and are reflected in quota plans.
• Institute a systematic cross-sell/upsell/lifecycle management process yielding significant gains
• Develops and executes strategies and tactics for increasing market share within existing accounts and markets, while expanding into new accounts and markets
• Responsible for achieving software & services sales quota including on premise / cloud mix
• Responsible to deliver the assigned quota for software and service sales, and the weekly, monthly, quarterly, and annual forecasts
• Set a strong sales management process, including pipeline reviews and sales forecasts
• Assures the correct usage of Salesforce.com for the entire team
• Support the sales region in complex sales taking part in customer calls/meetings
• Together with the Marketing Director, define the local go to market plan including local PR and brand awareness program, lead generation, sales management
• Drive the channel partnerships within region setting a channel strategy and controlling the execution and growth of the relationships (focused on Latin America)
• Aligns all the different components of the sales cycle (marketing, inside sales, pre-sales, sales and channel) making sure that they cooperate together. Set a collaborative environment, shares objectives and work plans
• Support and communicate sales compensation programs that reward the right sales performance, including, but not limited to, achieving quarterly and annual sales targets, and that establishes profitable client contractual relationships that align with the company's policy and business objectives
• Manage the hiring plans, and assures that the team is onboarded and continuously trained to achieve top performance
• Manage approved sales compensation plans and provide input to the Sales Compensation process
• Be a member of the TeamMate Leadership team, participating in strategic and organizational discussions

Other Duties Other duties as required.

Job Requirements:

Education: 4-year degree or equivalent combination of education and work experience required.

Related Experience: • 10+ years’ experience and a proven record in sales leadership with considerable experience reinventing sales teams and driving a high growth and accountable sales culture • Enterprise Sales experience interacting and partnering with the C-Suite of all various sized corporations, public/government companies, as well as experience with government contracting processes • Significant experience with Salesforce.com • Strong track record of hiring and growing exceptional sales teams • Hands-on experience strategizing and negotiating complex sales deals • Ability to operate at both a strategic/conceptual level and at a detailed, operational level. • Metrics driven; highly disciplined process orientation • Outstanding communication, presentation, networking, and organizational skills • Proven ability to perform in a consultative, collaborative manner and engender trust and cooperation from colleagues and stakeholders • Engaging leadership style that builds and sustains credibility with staff, colleagues, clients, and other stakeholders • Must be authentically honest and ethical. There is a bias towards executives who are smart, passionate, energetic, and results focused • Possesses strong will to achieve • Ability to bring instant validation and market presence to the table

Travel Requirements: Frequent travel required to our various Wolters Kluwer locations and work in the field with customers and sales teams

In addition to base salary this role is commission eligible. Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation: Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $189,950 - $268,900

Equal Employment Opportunity: Wolters Kluwer U. S. Corporation and all of its subsidiaries, divisions and customer/business units is an Equal Opportunity / Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.