Sales Director

Summary

Join Summit as a Sales Director and lead a team of sales professionals to achieve sales targets. You will work with cross-functional teams, build a strong sales culture, and develop your team's skills. This role requires a minimum of 7 years of experience in IT services sales and account management, with 4 years in sales management. You'll need proven success leading sales teams, strong coaching skills, and a deep understanding of sales methodologies and the IT market. Summit offers a competitive benefits package including flexible time off, 401k matching, health insurance, and more. If you're a driven leader with a passion for technology and a proven track record, we encourage you to apply.

Requirements

• Minimum of 7 years of experience in customer-facing IT services sales and account management
• 4 years in sales management
• BA or BS required
• Proven success leading sales and account management teams and delivering on-target sales results
• Demonstrable training and coaching skills
• Strong understanding of business concepts, specifically the ability to demonstrate how to assess strategic and financial issues of a client or a deal and help sales representative expand their business acumen
• Demonstrate a deep understanding of a sales methodology, prospecting skills, sales process, value creation, territory management, and call planning
• Deep knowledge of how to gain widespread internal and customer support, strategic account planning, and experience conducting periodic business reviews
• Experience conducting win/loss analysis for representative coaching and structured feedback to marketing and product organizations
• An understanding of the markets and business value of colocation, managed services, cloud services, managed network services, IP transit, managed security services, and solution areas like DRaaS, managed backup, load-balancing, firewalls, SAN, etc
• Keen interest and established knowledge of cloud computing services and the competitive landscape, and well-developed point of view on important commercial issues
• Strength in handling difficult or critical conversations in a constructive, objective way
• Excellent interpersonal and communication skills, both written and verbal, most importantly for business communications
• Experience in a partner/alliance channel selling method and the ability to hold third parties accountable for their actions and deliverables
• Summit leadership candidates must demonstrate solid business judgment, possess high energy, energize others, and be able to deliver business outcomes

Responsibilities

• Lead a team of skilled sales professionals to predictably achieve sales targets
• Work with extended teams to multiply our sales efforts and drive more leads/deals into the organization
• Establish and maintain a network of highly skilled sales representatives and sales management candidates
• Foster a positive, ethical, and winning sales culture focused on client success and the success of the business
• Document all communications and client contacts in SFDC so the company is aware of what we are doing within our account base
• Develop and extend the skills of the team through training, coaching, and demonstrating great sales fundamentals
• Inspect and support opportunity advancement through sales stages promptly
• Translate organizational goals into business objectives and align the activities of the sales force to accomplish those objectives
• Understand positioning and enable improved penetration in key accounts, produce and communicate accurate and timely forecasts to the business, and report on the performance of the sales organization to the team and management
• Ensure compliance with policies and procedures, and create a productive, professional work environment that enables sales success
• Recruit, hire, and train top sales talent
• Coordinate and facilitate a regular cadence of sales meetings to communicate expectations, progress, and direction
• Create tight, high-value alliances across departments including marketing, solutions engineering, provisioning, operations, finance, and legal
• Drive and ensure new opportunity production

Benefits

• Flexible Time Off
• 401k with an employer match
• Free employee collocation and cloud account
• Life Insurance
• Long Term Disability
• Health Insurance
• Vision Insurance
• Dental Insurance
• A fun and casual work environment