Director - US Sales - Cyberproof

Company: UST Global
Location: Aliso Viejo
Posted on: January 15, 2021

Job Description:

UST is looking to hire a Sales Director for our Cyber Security Practice Cyberproof to run and manage sales portfolio forecasts with accuracy leading the business reviews and develop/enable the efficiency of the sales team. You will be working with clients with 5 Billion to 15 Billion USD and above in annual revenues, creating solutions and POVs.Outcomes:Develop and leverage an in-depth understanding of customer needs industry trends and business and industry priorities acting as subject matter expert for both internal and external audiences monitor and share insights and evangelize solutions and services for the assigned VerticalTake thought leadership content different solutions and services to existing and new clients and expand UST---s footprint in the client---s organizationLearn and understand the business and technical requirements of clients in order to sell effective solutions that drive business value and have a clear ROIPlan execute and manage sales strategy to acquire and grow relationships with clients and sell UST solutions and services to themSize audience market and addressable marketing opportunity develop benchmarks and specific measures of success and evangelize alternate financial models to deliver value to clientsActively pursue and hunt for new business opportunities within existing accounts as well as identify and win new logosWork with internal teams on RFxs from clients and respond with our offerings and proposal create a winning proposition for clientsManage all phases of the sales cycle including business development lead identification qualification scope construction proposal development client presentations and contract negotiationExceed all operational excellence metrics such as Pipeline coverage forecast accuracy timely comments Activity metricsDiligently follow core sales execution process followed by the organizationUtilize MS Dynamics and other core SFA systems for tracking deals from Prospect to closeAccurately forecast and deliver on sales within the specific geographyShow mastery of UST's value proposition and align core offeringsUtilize MS Dynamics and HubSpot for tracking deals from Prospect to closeExpectations for the Role:Business Development:Represent UST as a strategic partner to existing and potential customersLead sales discussions with the customers to establish marquee relationshipsPosition UST as a partner of choice in the minds of the customerLead opportunity management and proposal conversion efforts for key prospectsDrives the creation of domain-specific and integrated solutions for the clientEnsures that sales professionals work efficiently and participate in client conversions productively. Developing and implementing an action plan for prospectingSales Strategy:Define and develop sales strategy and actionable roadmap for the verticalEnsure reliability of sales forecast in the verticalCollaborate with the current account team(s) and build a robust business pipelineCreate evergreen business plan updated every quarter and reviewed for progressRelationship Management:Conducts monthly or bimonthly meetings with the sponsorsConduct QBR with main customer POC and executive team to further increase the footprint of UST servicesExecute strategy to create lasting relationships with new or existing clients.Leverage previously established relationships and establish new relationships with key decision-makers in targeted companiesEstablish and strengthen relationships with industry players emerging and established including competitors to help anticipate trendsEnsures visibility for Senior Management of UST with the clientBusiness Acumen:Understand customer needs clearly and drive sales that match organizational capabilities while ensuring profitabilityMaintain awareness of the competitive landscape and trends within the market to provide insight and recommendations to internal teams on strategic initiativesAccount Management:Helps in the optimization of the sales cost and practice investmentsContribute to growth within existing accounts through account miningConducts PIP (Project Initiation Process) analysisInnovation:Ensure constant focus on innovation to generate ideas to help the growth of the customer---s businessNegotiating and Closing:Consolidate and close sales managing unforeseen changes and situations.Understand various facets of financial and legal matters and terms of sales and use the knowledge on contract negotiationsSkill Examples:A self-starter and champion of customer centricity customer experience with a successful track record in building strategies that meet customer needs and business prioritiesOutstanding verbal and written communication skills with a knack for charismatic compelling storytelling and the innate ability to make the complex simpleDemonstrated experience in taking thought leadership to clients solving business problems coordinating with different teams to build solutions and proposals to take to clientsEffectively communicate and negotiate priorities between clients and UST teams to deliver services. Works well with different teamsA bias towards taking action and getting it done learning from customers and teams measuring success and constantly iterating to creatively drive growth Knowledge ExamplesStrong understanding of the Industry and Domain expertiseGood understanding of IT outsourcing businessDeep understanding of the business domain of the assigned vertical(s)Understanding of project financials and estimation processStrong technical awareness and acumenClear knowledge of the sales processFull time

Keywords: UST Global, Aliso Viejo , Director - US Sales - Cyberproof, Executive , Aliso Viejo, California