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Corporate Sales Director

Company Description
Leading Products ? Innovative Ideas ? Exceptional People ?.MicroStrategy, A Dynamic Place to Work!
At MicroStrategy, we are passionate about creating powerful, disruptive technologies that transform how companies do business. Innovative products and ultimately our success are rooted in one driving force?our people. Our casual and flexible environment encourages creativity and collaboration, so you'll have the opportunity to initiate and contribute to challenging projects, while pursuing your interests and developing, both professionally and personally. innovative your passion, curiosity, and fresh ideas, and be a part of technology innovation at its best!
Job Description
Basic Function: The Director, Corporate Sales is an integral member of the Sales leadership team and is responsible for executing and maintaining a sales plan and strategy for achieving annual quotas and revenue targets for the company's products and services. This role is responsible for pipeline, forecast and revenue generation through the development of Field Sales personnel as well as management of a direct sales organization. The Director, Corporate Sales enhances the company's strategic decisions driving our internal sales processes for account plans at prospects and customers, developing strategies for opening new accounts or new business in current customers, driving process improvements and performance in the areas of lead management, prospecting, cold calling, prospect plan development and execution, and early and late stage opportunity management.
Your Focus (includes but not limited to):
Develops and articulates coherent sales strategy for target accounts across multiple market segments and channels
Executes upon a sales strategy to drive revenues and exceed expectations of a multi-million-dollar business plan for material opportunities in large enterprises
Responsible for forecasting and achieving quarterly targets, sales plans, and compensation structures. Prepares accurate sales forecasts and sales cycle reporting via Salesforce.com
Acts as standards bearer for all MicroStrategy Sales, Account and Prospect planning and processes
Communicates corporate strategy, provides direction and removes barriers to allow sales force to increase revenues
Responsible for driving the consistent and accurate use of sales automation tools and the development of robust sales planning
Develops key partnerships, relationships and alliances with OEMs, strategic channel partners, systems integrators, and professional services organizations
Sells MicroStrategy Business Intelligence software products and services to new and existing clients
Identifies and properly qualifies business opportunities
Presents business solutions at the executive level
Leads negotiations and overcomes objections for deal closure
Manages complex sales cycles and multiple engagements simultaneously
Works with sales consultants to discover, identify, and meet customer requirements
Provides project management to ensure the success of the potential or current clients
Identifies marketing events & campaigns to generate revenue for the team
Prepares and executes on a yearly business plan for the team
Reviews strategic account plans for MicroStrategy's most strategic accounts
Manages 5-8 direct reports. Enhances team performance skills through mentoring, training or replacement of account executives. Continually identifies development needs and prepare development plan for members of the team
Develops and executes training and certification for business development
Identifies, attracts, develops and retains world class sales talent to the organization
Qualifications
Who you are:
Successful experience at new account development or large account management
At least 5 years professional selling or operations experience in technology sales
At least 7 years of management experience
Excellent Communication, presentation, and negotiation skills
High levels of social perceptiveness and customer service
Proven track record of consistently exceeding corporate objectives and quotas
Self-driven, motivated, and results oriented
Proven prospecting and sales cycle management skills
Requirements:
Bachelor's degree or equivalent business experience
General knowledge of RDBMS, OLAP, client/server, and Web/Internet technologies
Experience and training in a value-based enterprise sales methodology (Solution Selling, Customer Centric Selling, etc.)
Track record of success in a multi-million-dollar, multi-division global technology company.
Prior experience building a world-class sales organization with revenues in excess of $100 million.
Prior experience developing sales strategies and methodologies to facilitate rapid growth.
Reputation as "Industry Leader" who possesses passion and leadership ability to propel company to forefront in performance and revenue generation.
Someone who brings marquee value with the ability to



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